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How To Launch A Profitable PPC Advertising
Campaign For Your Business

Shawn Livengood

Introduction

This presentation will cover:

 An overview of Pay Per Click (PPC) advertising
 Information flow, and why it matters
 How to set up a PPC account efficiently and effectively
using the TRE method
 Q&A

About Me

Shawn Livengood
 Has managed PPC accounts for
clients in various industries since
2008
 Currently Senior Marketing
Associate – PPC for uShip.com
 MSIS 2011 at UT-Austin,
concentrating in Information
Architecture
 Owns and writes the blog
www.ppcwithoutpity.com

PPC In A Nutshell
 sponsored ads on search engine results
 you select keywords relevant to your product, and when a searcher
types in one of those keywords, your ad appears in sponsored links
 …or on the Display Network, your ads show up on websites you
specify, or on websites Google determines is relevant to your
keyword list
 two major players include Google (Google search results +
AdSense sites) and Microsoft (Yahoo search results + Bing search
results)
 You set keyword bids, indicating how much you are willing to pay
for a click. Ads are ranked via an auction system (higher bid = higher
position), plus quality/relevance factors to prevent spammers from
dominating search results.

Information Flow In PPC
Think about the user experience as they use a search
engine and find your site through PPC:

Landing Page
The landing page is the first
page your user sees when they
visit your site through a PPC
ad. Make sure that it tells them
where they are, what you can
offer, and how you can solve
the information need they were
searching for.

Act Now!

Information Flow In PPC

Why does information flow
matter? Remember, searchers
are on the hunt for a specific
piece of information. If they
lose the “scent” at any step of
the process and think they
won’t get what they’re looking
for, they might drop out of the
process and look elsewhere.
This could cost you a valuable
customer.

Image Source: Claudia Krebs http://commons.wikimedia.org/wiki/Image:Bloodhound_duke_1.jpg

PPC Account Setup: The TRE Method
Proper PPC account setup occurs in three stages. You
can remember these stages by using the acronym TRE:

- Tracking

- Research

- Execution

Stage 1: Tracking
Before you start on anything else, make sure you have
the means to track your traffic and success metrics. If
you have no way to keep track of the traffic and
leads/sales that your PPC account is generating, then
you will have no idea whether it’s working or not.

At the most basic level, this means you need to install
conversion tracking on your website.

Conversion – any event that a user performs that you
count as a success for your organization (sale, lead form
completion, newsletter signup, etc.)

Stage 1: Tracking
Conversion tracking – a short code snippet that sends information to
your PPC account when a user clicks on an ad and then reaches a
“goal” page (i.e. the “thank you” page after they have made a
purchase).

Available in both Google and Microsoft PPC accounts, and looks
something like this:

<script type="text/javascript">
/* <![CDATA[ */
var google_conversion_id = 1038699242;
var google_conversion_language = "en";
var google_conversion_format = "2";
var google_conversion_color = "ffffff";
var google_conversion_label = "Mr5GCLT-9wEQ6pWl7wM";
var google_conversion_value = 0;
/* ]]> */
</script>
<script type="text/javascript" src=/slideshow/livengood-productcamp6/6645604/"http:/www.googleadservices.com/pagead/conversion.js">
</script>
<noscript>
<div style="display:inline;">
<img height="1" width="1" style="border-style:none;" alt=""
src="http://www.googleadservices.com/pagead/conversion/1038699242/?label=Mr5GCLT-
9wEQ6pWl7wM&guid=ON&script=0"/>
</div>
</noscript>

Stage 1: Tracking
Don’t be intimidated if you’re not familiar with coding –
installing conversion tracking is easier than you think.
Many content management systems (CMS) have
conversion panels where you can just copy and paste the
code in.

If you have to do it the hard way and install it manually,
just copy and paste the code anywhere between the
<body> and </body> tags in your HTML page.

Stage 1: Tracking
Web analytics are essential if you want to
track the traffic to your website. These tools
also work via a code snippet, but you need
to put them on every page of your site that
you want to track. After installation, you will
be able to track which pages your users
visit, where they came from before reaching
your site, how long they stayed, and other
factors like their web browser, OS, and
screen resolution.

Google Analytics is a popular free tool for
this, and is very flexible. Popular paid tools
include Omniture and Crazy Egg.

Stage 2: Research

You’ve got your tracking set up
– that’s a good start. But before
you begin building your account,
you need to do your homework.

The research phase consists of
two components:

1. Keyword Research
2. Competitive Analysis

Stage 2: Research

Keyword Research

DO:
- Find keywords relevant to what you are offering
- Use keywords that indicate an intent to purchase
(“widget installation quotes” > “how to install a widget”)
- Seek out industry-specific phrases and slang

DON’T
- Use overly-broad, vague keywords just to get traffic
- Use keywords that are not at all relevant to your
business (if you have to think about whether it’s relevant,
it’s not)

Stage 2: Research

Free Keyword Research Tools
 Google Keyword Tool:
https://adwords.google.com/select/KeywordToolExternal
 Wordstream Keyword Tool:
http://www.wordstream.com/keywords
 Competitor/industry websites
 Imagination!

Stage 2: Research

Competitive Analysis

1. How much are your competitors spending on PPC,
and what keywords are they bidding on? Tool:
www.spyfu.com
2. What are your competitors offering in their text ads?
Tool: Google/Bing Search
3. What do your competitor’s landing pages look like,
and what do they offer there? Is there consistency
between what they offer in their ad and what they offer
on their landing page? Tool: Click some ads!

Stage 3: Execution

You have your tracking set up and
you’ve done your research. Now
let’s start building your account!

Stage 3: Execution

PPC Execution Toolbox

Google AdWords Editor
http://www.google.com/intl/en/adwordseditor/

MSN AdCenter Desktop
http://advertising.microsoft.com/support-center/adcenter-
downloads/adcenter-desktop

Microsoft Excel
(or http://www.openoffice.org/ if you’re broke)

Stage 3: Execution

PPC Account Structure

Account

Campaign

Ad Group

Keywords Ads

Stage 3: Execution

Keyword Tips:
- Segment your keywords into groups based on
relevance.
- Match types: broad = more traffic, worse ROI, exact =
less traffic, better ROI, phrase = happy medium
- Use CPC estimates from the Google Keyword Tool for
your initial keyword bids

Ad Tips:
- Only use 2-3 ads per group, test them against each
other, and rotate out underperforming ads
- Display URLs only have to match your domain. You can
use made-up display URLs like
www.YourSite.com/SpecialOffer

A Few More Basic Tips…
 Always have separate campaigns for Search-targeted
and content/display-targeted ads
 Try to keep the number of keywords per ad group
somewhere between 4 and 25
 Don’t target the top position. Bidding is highly
competitive for the top spot, so you could end up
spending a lot of money with little to show for it. Ad
positions 3-5 generally provide the best ROI.
 Checking up on your account multiple times a day will
drive you crazy. Think of it like the stock market – take a
long-term strategy. Wait for keywords/ads/campaigns to
gather a significant amount of data, then take action.

Additional Resources
AdWords Online Classroom
http://www.google.com/adwords/onlineclassroom

Microsoft AdCenter Training
http://advertising.microsoft.com/support-center/training-
accreditation/adcenter-training

PPC Without Pity
http://www.ppcwithoutpity.com

Q&A
If you want to recap, a copy of this presentation will be
available on PPC Without Pity tomorrow.

http://www.ppcwithoutpity.com

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