Lead Generation is a typical challenge for most (if not all) manufacturing marketers.
You have to constantly feed the beast.
Now one of the most often-used digital tactics to help generate leads is
utilizing a pay-per-click, or "PPC" campaign; and when it first rolled out,
it seemed almost magical.
You set up a list of keywords, and voila!
Clicks to your website.
Well, things have changed a little bit over the last few years, and
it's not as easy as it was.
It's way more competitive, you can spend a ton of money on it and
get nominal results, and it's not a set-it-and-forget-it type of thing.
Things can change every single day, among many other variables.
So for today's episode we've got a very special guest: we have Lillie Beiting from
Stanley, who's going to share with us her process on PPC, and some tips and tricks
on how to get the results that you're after; and there's a lot going on in this.
So we are going to break this into two different episodes, and
today we'll be focusing on, "What is PPC?" I'm Danny Gonzales.
–– And I'm Judson Voss. –– And this is IndustrialSage.
All right, so let's jump into this two-part series of PCC.
The first episode, we're going to talk about: "What is
PPC?" What's going on there?
So before we jump into all that, Lillie,
I was hoping you could tell us a little about yourself: your history, background.
–– Alright. So, I am Lillie Beiting.
I am currently working for Stanley Black & Decker, but I work for
one of their products called CribMaster.
We are industrial vending solutions, and
previous to that actually I was in automotive.
So I was in a whole bunch of different tiers of automotive, but I gave it up.
I'm now on the industrial side, so
a lot of background in digital marketing with that.
–– Cool. Excellent. Very cool.
All right, so I kind of want to lay a little bit of a foundation for
our viewers who may not be as familiar with PPC.
There's a little bit of
misinformation out there, there's…
–– There's a ton of misinformation out there.
–– Okay. –– [LAUGH]
–– So just kind of let's,
basically… what is it?
–– Pay-per-click is just that.
It's a click you pay for, and now I know people think that it's just the ad
words or just what you see on a search engine; it's a lot broader than that.
When I discuss it, I kind of use it as a generalized term, because so
much of pay-per-click is on so many different platforms and mediums now, so
just think of it as that.
But something like Facebook could be pay-per-click.
Display can be pay-per-click.
LinkedIn can be pay-per-click.
Arguably, even boosted content could be that, too.
So, again: just think of it kind of as
the medium in which you purchase Internet advertising now.
Video can be pay-per-click.
It all varies. –– Gotcha.
Okay, so it's… we're moving… because I know a big thing that you mentioned with
Google: you think – at least, I know I did for a while, I was like,
"PPC is just Google AdWords, that's it." So it's just anything else essentially
that could be… –– Correct, and
it's actually important now to think about it in an abstract sense,
because people don't really recognize channels as much as they do anymore.
For example, YouTube is a search engine.
–– Mm-hm. –– I don't think people think of YouTube
as a search engine, but it is; and when people or clients are engaging with a business or
they're engaging in search,
there are a whole bunch of different places it could be.
So do think of pay-per-click as kind of an abstract concept of how a business can
purchase advertising: it's really the best way to go about it.
–– Okay, great.
So I guess maybe the next question would be, how… I mean, how would you use it?
I mean, obviously it's paid… –– [LAUGH]
–– [LAUGH] Right, and it's per click.
–– And it's per click, yes.
–– There you go, there you go.
So you're going to hear this a lot for all the questions you ask, but
it really depends.
So at bare minimum for a business, I would say brand protection is the way to go.
So anything that has anything to do with your brand… AdWords for example,
or Facebook: just make sure you're at least appearing for your brand.
"Backyard protection," is what I like to call that.
And then, as you start getting into campaigns or different goals,
then you can start looking through and figuring out what works out for you, or
what would be the best avenue for you.
–– Okay. So on the brand protection side,
where do you sort of start up from there?
–– Always, always, always protect your name.
Absolutely. Because if you have competitors,
they're bidding on your name.
That is the way of the world now.
–– So how might that, like…
you mean, "protecting your name," like, what would you…
–– So if you're buying keywords, Google would be a place you buy keywords.
Bing, Yahoo… make sure that you're protecting your name there.
"CribMaster," for example.
We buy "CribMaster," that specific word.
And then you want buy your own products too.
So it tends to be a pretty cheap click if it's your own stuff.
But you want to make sure that, base level: your names, your properties,
your intellectual content is protected there.
If you do nothing else, at the very least protect that; because as time is changing,
a lot of these platforms are monetizing, right?
So Google used to be fairly free from an SEO perspective.
They're trying to push more people into paid search,
because they make more money that way.
–– Yes.
–– Yes. So absolutely protect your name.
–– Okay. And then the second tier is… sort of, going after your competitors?
–– "Conquesting," I don't actually
suggest… –– Okay.
–– In most situations, because it's extremely protective.
Conquesting… for
the audience conquesting is essentially buying somebody else's names or products.
Be very careful about that, because if you don't do it right,
you might as well just burn your money. –– Okay.
–– Okay. [LAUGHS] –– You can also throw it around…
there are many things you can do, but you're wasting it, essentially,
if you're not extremely targeted and careful.
–– We've got you. So, once we got a hold on PPC and
all these different pieces that are there… –– Mm-hm.
–– You talked about autos and the different areas from a B2B perspective.
B2B versus B2C, how does that differ on a pay-per-click standard?
–– So I think B2B marketers especially like to think that we're
very, very different.
And there certainly are differences between B2C.
But you've got to remember that everyone is glued to some kind of electronic device now,
and search engines – whether it's Google, whether it's YouTube,
whether it's going through scholastic articles, magazines, what have you,
online – is something that B2B decision-makers make.
They do that. That's not unique to somebody looking
up shoes online, that's the way of the world now.
So you do want to make sure that you're protected for that.
But you also want to make sure that you have a very nurturing relationship,
because a lot of B2B decisions take a long time, right?
It's not, again, the impulse of going to Nordstrom, "Here are my shoes. Done."
It's making sure that you're touching somebody at a regular point.
So we maybe getting into this in the next segment, but if you have somebody's
information – which is to say, maybe they went to your website,
maybe you have their email address… if you're super fancy, in a physical location
that people convert at – you can sometimes get information that way too.
You want to make sure that you're nurturing them
throughout the entire process.
So I would say, branding… that's just a general thing for everybody, but
as you're going to that campaign level, if you're going to that B2B model, maybe if
you're splitting down to a certain area… make sure you're nurturing those people.
There are a lot of different ways
you can do that… –– Yeah.
–– …that are much deeper and thorough than just brand protection.
–– Okay.
I guess one question that's probably good to bring up now, too, is… we've gotten
the basics, we've gotten to understand the difference between a B2B and B2C.
–– What are – and this might be really basic – what are some of the terms that
people need to get familiar with… –– Yeah.
–– …to understand what the inner workings are going on,
what they need to pay attention to?
–– There are so many letters, just crammed together…
–– Can we just start with the first fifty?
–– [LAUGH] Right!
And actually some of the letters… and "KPIs" is more letters for you.
–– More letters, right.
–– Some of the KPIs vary, depending on the platform. So,
an impression load in Facebook is a little bit different than an impression load in
AdWords, than it would be in DoubleClick, for example.
–– Okay, that's good to know. –– So there's a little bit of difference to it,
and just be sort of cognizant of that.
Some of the most important things I would say… I am an impression-sharer freak, really.
That's what I really pay attention to.
And that's a term that's specific to a paid search within a major search engine
like Bing, or Google, or Yahoo, or any of those.
So impression-share essentially is how much of the market you own.
There are only X amount of impressions because somebody…
they rely on how many searches there are, and
impression-share will tell you how many of those you're hitting for.
An impression is just how many times you show up, period.
It's not where you rank, it's none of that,
it's just: if you appear in a search, that's considered an impression, right.
But again, usually there's
more than one person in the market or one entity in the market.
So figuring out what percentage that you own is some really valuable information to
understand how people are interacting with your business.
So that, I really care about a lot.
Cick-through rate, also very important.
That number and kind of the things I'm comfortable with,
the ranges I'm comfortable seeing, also varies quite a bit.
So you'll see a very low click-through rate
for display: that's usually like… point-teens.
I see that in maybe point-twos versus something like pay-per-click –
er, not pay-per-click… Adwords.
See? I'm guilty of it, too… –– [LAUGH]
–– Versus AdWords, where I expect to see it in the single-digits.
Or if you're really
feeling fancy, the teens.
–– Okay. –– Yeah.
–– All right, so maybe we could break it down a little bit.
You threw out a couple words… –– Yes.
–– I want to make sure that we've got a good understanding about display, and
impressions, and click-through rate.
So like, display versus… well what?
Let's lay a baseline.
–– Sure. –– Like, what is that?
–– Okay. Display versus AdWords… actually Display
can be housed under AdWords, depending on which channel you are using.
So if you're using just AdWords for a paid search,
that's those little ads that appear at the top of Google.
Sometimes you'll see a whole bunch of stuff underneath them; sometimes it's like
two or three lines; it kind of varies.
Now, Display are those ads that follow you around: they're like… digital billboards,
I guess, would be the best way to describe them.
But they're getting a little more complicated than that,
because it used to just be sort of a static image.
–– Mm-hm. –– And it used to be that
you'd have to pay for the sites they'd appear on.
Now there's an extra level of complexity where they can follow you
around depending on you going to the site, or they can say, "Hey,
I've already collected your information because you're a Google user.
I know you're this demographic and
that demographic. I'm gonna serve you up a feed with this." It's not just an image,
it's a bunch of products my research is telling me you're likely to engage with.
So it's those ads, but
think of them as visual: those are what follow you around.
–– So display being… –– Mm-hm.
–– Graphically-driven. –– Correct.
–– Visual. –– Correct. And then kind of
the sister to Display would be pre-roll.
Sometimes you see post-roll, too, but
those are the little video ads that appear before your cat videos on YouTube.
–– [LAUGH] –– Yes.
–– They appear in a lot of different areas,
so just think of pre-roll as like a mini-commercial.
Sometimes it's a long commercial,
actually. I've seen companies do like,
15 minute, 20 minute pre-roll… but you have to be HBO, pretty much,
to make that work out.
–– [LAUGH] –– Yeah.
–– If it's "Game of Thrones," people will watch.
–– [LAUGH]
–– So pre-roll is the thing where you sit there and wait to click five seconds from now.
–– Correct, correct. And then you have some other iterations of it too.
Sometimes you'll see
in Twitter marketing, you'll see in Facebook marketing, and
there are a couple of different avenues you can use…
there's "My Business," which is, when you pay, and then you can also boost posts
within your own business page.
And I know that's kind of a hard distinction to make, but those are two very different
ways of pay-per-click. –– Okay.
–– And again, I consider post boosting as pay-per-click. That's…
There's a little bit of debate on that,
but I think it falls into there. –– All right. So…
That was helpful: thank you.
And so when it comes to impressions,
I kind of want to lay the framework. So… let's say we've got a Display ad,
let's say there's an image of something,
we're trying to drive people to our website about a new product or
something that we've got going out there. And you mentioned with impressions, so
for our audience, just explain: what does that mean?
In terms of… What is an impression
relative to impression-load, click-through rate, all that stuff?
Those metrics?
–– An impression period is just how
many times something appears. So if it's paid search, it's just how many
times your little text ad appears. If it's Display,
it's how many times your little video appears –
er, excuse me – your image appears. If it's pre-roll,
it's how many times your video appears. If it's Facebook, it's how many times
whatever-you've-decided-goes-in-Facebook appears.
So in something like Facebook or Display,
if you're doing kind of broad audience targeting, it can appear as many times as
you want, right? There's really no
cap. It's not finite.
If you're looking at something like
re-targeting, so you've got a set list of people you can use or
a captive group… maybe it's people coming to your site…
that is a finite amount. –– Okay.
–– So you may see more projections
of share based on that, because, again: fake share, finite amount; no share,
that means it's like a billboard: how many times can you count it being there?
–– Right, right. –– Right, yeah.
–– So that would be kind of the difference
that you see there. Were there other ones you wanted me to
describe a bit? –– Can we go over… click-through rate just
in terms of like, the amount of… it's a percentage of
the amount of actual 'clicks'…
–– Correct. –– …that you get from them.
–– And that's when you get charged, typically.
There are a couple of different ways that
you can run pay-per-click. So on the AdWords side you're always going to be
paying for the exact clicks. Sometimes you may see what's called a CPM model,
and "Cost-Per-Thousand," is what that stands for.
So that may be them charging you for
pockets of a thousand, of how many thousand impressions
are serving up. So you may see that too.
–– Right. And then you'd be using those,
just depending on what the objective of
the campaign is? –– Correct.
–– Maybe an example is, if you really
just want to build your brand awareness and get out there, you want people to see
your name and maybe your display ads… –– Mm-hm.
–– You might want to be looking more at impressions.
And that'd be more of an important thing
versus, "I really want to drive people to our website for
a webinar," or for whatever that may be, and so the click-through rate and all that is
going to be a little bit more important. Is that…? –– Correct.
And again, think about it conceptually differently, too:
so, depending on what kind of business you are,
if you are someone who's product based –
so again, back to the example of Nordstrom's – click-through rate's
super-important for you, because you can very clearly trace
when somebody engages with your ad, and eventually converts to buy something.
But at the same time, if you've got
somebody who is a customer who has already been to your site, so you cookie them and
you're able to keep serving them up that ad… sometimes it's important just to
see how many times you've hit them.
Maybe you've hit them too much.
That can happen. –– [LAUGH] Yeah.
–– …or what it takes to kind of see that
average amount of impression delivery per client, per conversion.
So there's a lot of granularity you can
really get into, but make sure you identify what you care about
before you take a look at these metrics, because there's tons of numbers,
and they all kind of click together with each other, and
understanding how they work is very critical to seeing what's profitable for you.
–– So, pun intended, you said, "They all
click together." I see what you did there.
–– [LAUGH] –– Excellent.
–– Yeah. So one other question… I guess two other
things that we want to, again, lay a little bit of the framework and get a…
cookies, being a big thing. I mean… –– Yes.
–– It's kind of generally accepted.
People kind of get an understanding of that,
but relative to – I know we touched on this, too –
is re-targeting.
–– Yes. –– Maybe get a little bit deeper
explaining that, because that's very… that's exciting, and that's
something that's accessible to everybody. –– Yes, it absolutely is.
And retargeting – again,
think of this very broadly… I know people tend to think of retargeting as
just display… again, that's an avenue for it.
Google has really kind of conditioned us [LAUGHS] at this point, for the market.
–– That's true. –– They're doing a good job.
–– Yeah, Google owns us. It's their world, we're just living in it.
But think of retargeting as serving
up people you already know about. So you may have a captive email list you
can use, and you may have somebody who – pretty much if you have a Google property,
whether it's a YouTube account or a Gmail – Google knows everything about you. So…
–– [LAUGH]
–– So if you have access to that level
of information, but again think of it as a captive customer.
It might just be somebody who comes to your site that you're able to cookie:
it's that kind of contained group of people
you're able to re-serve in different ways, and then you can get to very specific
layers of granularity with re-targeting. So you can say, "Okay, well, I've got
all these people in my pool," and usually it's thousands and thousands of people (or IPs
really, if they're not a Google property). That's, again, kind of "PPC 201,"
more so than 101. But if you have that information,
you can start breaking it down further and say, "Okay,
well I really only care about people in this age range who make this much money,
who have this many children." So you can get much, much more granular with it;
but think of it kind of as audience control and serving up more specific messages
based on an audience profile that you already own. –– Gotcha.
–– Mm-hm. –– Can I, uh…
–– I'm sorry, go ahead. [LAUGHS] –– I think that's really important in B2B work.
–– It absolutely is. –– We might be living in a world where
there's 500 people in the whole world– –– True.
–– …that care about what you have to say
online, so that gives you the opportunity to really focus in on that,
not sort of shotgun it out there. –– You make a great point,
you make a great point. And Danny, I think, said in his introduction
that you can just throw away money doing this. –– Yeah.
–– Especially in the B2B world.
Because like at Stanley,
I'm on the industrial side: there are only so many factories, right?
–– [LAUGH] –– There are only so many power-plants and
what have you; and being very much in control of that…
it might be more expensive per acquisition, per client, but it's so
much more efficient. –– Yeah.
–– And really monitoring that journey and
appealing to that customer is a great way not only to get them to convert, but
to engage with them and not alienate them, and maintain a regular relationship.
So retargeting there…
sometimes you hear it called re-marketing, but essentially…
think of it as a much higher-tech CRM system. It's monitoring
who you're communicating with, and how often, and
what kinds of communications go to them.
–– Good. –– Excellent.
Well, I think this has been a great
framework just to kind of lay the land of PPC and what is.
So I think this is maybe a good part,
a good time… I can't talk. So many things going on here.
Because I thought PPC was just really simple, right?
Set it and forget it? –– No, no.
It's extremely complicated. [LAUGHS]
–– So this is just a little bit of
a framework, just a quick little 30,000 foot view of what it is; maybe little
areas on how you may be able to use it. So in our next episode,
what we're going to jump into is a little bit more technical: on the process,
different use-cases on how you might want to use this, and how to really set up
the framework and get some results. So thanks, Lillie for this "Part One."
You'll join us for "Part Two," here right after this.
–– All right, thank you for having me.
–– And thanks again for watching this.
If you like what you see here,
be sure to "like" us; and we have all of our videos and content all over social media
and we have an email list, so you can subscribe to that to get these emails to you,
sent to you weekly. We also are on iTunes: you can scribe–
subscribe to there… I can't talk today. –– [LAUGH]
–– So I'm just going to go ahead and
wrap up this episode before I can't talk anymore.
Thanks for watching.
If you are looking for a solid contextual advertising network, I recommend you try PropellerAds.
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