This guest post is by Richard Conn, Account Director of DataPop. DataPop’s mission is to make marketers lives easier and give them the technology they need to build ads that people love to click on. DataPop uses complex natural language text generation systems that extract a consumer’s underlying intent and matches it to optimized offers at massive scale. On average, their clients see a 40% increase in online conversions at a 15% lower CPA. Follow the company on Twitter: @DataPop
Things go wrong. You wake up sick, the car won’t start, your boss is on your back, and your SEM campaigns are drifting south. We all feel under the weather at some point, but there are steps you can take to perk up your campaign performance.
1) Getting STARTed
When arriving on the scene of a disaster, folks in the medical field follow the principle of START: Simple Triage And Rapid Treatment. The goal is to quickly evaluate the situation and focus your attention on the areas where it will have the maximum impact. Your SEM campaigns may not be a disaster, but the same principles can be applied gain some quick wins. The first step is to categorize your campaigns into three buckets:
•Healthy campaigns. These are your high performing campaigns, such as brand campaigns, that don’t need any immediate attention. For these, maintain the status quo and revisit once you’ve stabilized your sick campaigns.
•Zombie campaigns. These are the campaigns that have never performed well, such as generic, broadly targeted campaigns. These can drag down performance fast, so consider pausing these campaigns, bidding them lower, or severely restricting their daily budgets to contain the damage.
•Sick campaigns. These are the campaigns that show some promise and might perform well if given immediate care. Focus most of your efforts here to improve overall account health.
2) Stop the Bleeding
The next step is to identify what is dragging down your sick campaigns. Pull a keyword performance report, a placement performance report, and a search query report for the last 90 days. For each report, look for keywords, placements, or queries that meet the following criteria:
- Accumulated costs that are 3x your CPA target, but no conversions
- Have a CPA that is 3x above target
- Have an unusually low CTR and no conversions
– Below 0.10% for keywords and queries
– Below 0.01% for placements
- Have a high number of impressions and zero clicks
– Above 1,000 impressions for keywords and queries
– Above 10,000 impressions for placements
Pause the keywords that meet these criteria. Add the placements and queries that meet these criteria as negatives to your campaigns. This simple fix should give you an immediate bump in performance.
3) Diagnose the Disease
Now that you have some quick wins under your belt, it’s time to dive deep to identify underlying issues that have held back performance.
Disease: Monochromatic Ad Copy
- Symptoms: Majority of traffic is concentrated on a small set of headlines or description lines. Ads repeated across multiple ad groups.
- Treatment: If you are heavily reliant on running the same ads across all of your campaigns, try to generate a few new variations to introduce to your highest volume ad groups. This can boost performance by better matching your ad to the keywords.
Disease: Acute Ad Deficiency
- Symptoms: Ad groups with only one active ad. This hurts performance as not every keyword within an ad group will perform well with the same ad.
- Treatment: Add additional ads to ad groups that only have one active ad. Ideally, each ad group should have 2 to 4 active ads.
Disease: Ad Overdose
- Symptoms: Ad groups with five or more active ads. This hurts performance by making it difficult to accumulate enough data to identify winning ads.
- Treatment: In each ad group, pause the poorest performing ads so that only 2 to 4 ads remain active.
Disease: Keyword Chaos
- Symptoms: Ad groups with 25+ keywords hurt performance by combining multiple intents. For example: ‘black dress’ and ‘red dress’ should be split into two ad groups so you can write ads specific to each color.
- Treatment: Break out large ad groups into smaller ad groups Ideally, each ad group should have less than 25 keywords.
Disease: Match Type Mayhem
- Symptoms: Traffic volume concentrated on Broad match keywords. This hurts performance by pulling in irrelevant queries.
- Treatment: Identify high performing keywords from search query reports and add them into your campaigns as Exact match keywords. Consider breaking out your campaigns by match type and adding the Exact match keywords as negatives to your Broad match campaign to prevent cross-mapping and internal competition.
- Symptoms: Missing campaign extensions
- Treatment: Be sure to add Sitelink Extensions, Call Extensions, Product Extensions, and Location Extensions to your campaigns. These can give a big boost to CTR and conversion rates.
Disease: Campaign Setting Sickness (the silent killer)
- Symptoms: Are all campaigns set to accelerated delivery?
- Treatment: The best practice is to set all campaigns to accelerated delivery and to then manage spend via bidding. If you are running out of budget early in the day, then you should be able to bid lower and gain additional clicks for the same cost.
- Symptoms: Are any campaigns showing ‘limited by budget’?
- Treatment: If so, consider either bidding lower or increasing the daily budget.
- Symptoms: Are search and content segmented into separate campaigns?
- Treatment: Always, always, always separate search and content into their own campaigns. They perform very differently and co-mingling your data will make it extremely difficult to optimize.
- Symptoms: Are mobile devices segmented into separate campaigns?
- Treatment: Computers and tablets arguably have similar performance profiles. However, mobile devices are often much more difficult to complete transaction on, tend to have shorter queries and lower CPCs, and tend to work best for providing local information or for driving calls.
- Symptoms: Are languages segmented into separate campaigns?
- Treatment: This will allow you to tailor your ads to the preferred language of your users.
- Symptoms: Are countries segmented into separate campaigns?
- Treatment: Likewise, this will allow for greater customization of your campaigns.
- Symptoms: Are ads set to rotate evenly, optimize for clicks, or optimize for conversions?
- Treatment: Rotating ads evenly is useful for testing creative messaging. Optimizing for clicks may boost your overall CTR and lower your CPC, but clicks ≠ conversions, so use with caution. Optimizing for conversions may work on campaigns with a high number of conversions, but won’t work for campaigns with few conversions.
4) Keep Calm and Car
Once you’ve rehabilitated your sick campaigns, you can maintain their good health through routine checkups.
- Monitor performance
- Bid management
- Check keyword performance report, search query report, and placement performance report for new negatives
- Pause out poor performing ads
- Add new ads to high volume ad groups
- Check campaign settings
By following this simple prescription, you can have your SEM campaign in tip-top shape in no time!