AdWords Growth Hacks Every Ecommerce Owner Should Know-Part 2
Google AdWords is one most cost-effective method of promoting and marketing your e-commerce store.
It takes a lot of things to make an e-commerce store successful and profitable. The most important element that an e-commerce store requires in order to become successful is to get qualified traffic.
And Google AdWords makes this task of e-commerce stores a lot easier by bringing huge and qualified traffic to their sites.
There can be times that the performance of the AdWords Ecommerce Campaigns becomes constant and even discontinues to increase.
This leads to a situation of utter dismay and a lot of advertisers lose hope and quit too soon without giving themselves and their campaigns the second chance.
As said there is always room for improvement and everyone deserves the second chance, so should your AdWords Campaigns.
In this blog, we are going to give you some quick tips and strategies to help you better manage your AdWords Ecommerce Campaigns.
AdWords Campaigns that Boost Ecommerce Sales
1. Optimize Google Shopping Campaigns
Google AdWords offers an advertising platform specially designed for e-commerce called the Google Shopping Campaigns.
It lets them promotes their online stock and generates more traffic to their website and drive sales so that they get more potential customers.
Google Shopping Campaign is an essential platform for an E-commerce owner and it should be optimized to generate more sales and conversions.
The steps to optimize the Google Shopping Campaigns are:
(I) Optimize Data Feed
The data feed in Google Shopping Campaigns is a list of products. The products are grouped according to attributes and each of the product is defined in a unique way.
While setting up the product feed, there are certain attributes which are required and some of them are recommended.
The required attributes are Id, Title, Description, Product Type, Brand, Link, Image Link, Condition, Availability, Price, GTIN, MPN, Shipping, Tax.
The recommended or additional attributes are Additional Image Link, Sale Price, Sale Price Effective Date, Online only, and Expiration Date.
If you fail to include the required attributes, your products will not show in the Google Shopping Results.
After creating your data feed, you should upload it your Merchant Centre Account.
(II) Set Up Google Shopping Campaigns
To set up Google Shopping Campaigns, you need to link your AdWords and Google Merchant Centre accounts.
After you have linked the above-mentioned accounts you can create Google Shopping Campaigns.
To create a Google Shopping campaign just log in to your AdWords account, click on the “Create a New Campaign” and then select “Search”. After that choose “Shopping” from the drop down menu.
While creating a new campaign for Google Shopping, just remember to keep it separate from the Search and Display Network. This will make it easy for you to set different settings and budget for Google Shopping. You can even track the performance of Google Shopping separately.
After this, you need to move ahead with the setup options like choosing the location, language, bidding, budget, delivery method etc.
While creating a new Google Shopping campaign, determine which products are most important to include.
Avoid using a single Ad Group for all your products in the Google Shopping Campaign, instead set up different Ad Groups.
By creating separate ad groups for your best selling products, you can even create ads including special offers and promotions for those products.
(III) Targeting Options
Set Up Target By Brand
If you are selling products that have different brands. Then you can set up an Ad Group for each brand and in that ad group set up a target for each brand.
Set Up Target By Product Type
If you sell products that have different product types, you can set up Ad Groups based on product types and within that ad group set up a target for each product type.
Set Up Target By SKU
This targeting option allows you to exactly know which product are you targeting. Instead of grouping a lot of products in one target, you can directly target an individual product.
(D) Add Negative Keywords
Another way to optimize the Google Shopping Campaigns is to get some control over it by adding negative keywords.
Negative Keywords are filtering keywords. By adding negative keywords you will get an assurance that your ads won’t get triggered for the irrelevant clicks.
The negative keywords are important because they save your ad spend that could have been wasted by inappropriate search queries.
By obstructing the irrelevant search queries, negative keywords attract only qualified clicks.
They will help you to refine your targeting by showing your ads to those who are more likely to click on the ad and get converted.
This, in turn, increases your Click Through Rate, improves your Quality Score and reduces the Cost per Click.
(E) Use Campaign Priorities
When you are advertising the same product in multiple shopping campaigns, you can use campaign Priorities to determine which campaign should participate in the auction for that particular product.
The Campaign Priority decides the bids on the basis of the following rules:
(i) The Campaign with the highest priority will bid.
If a campaign has a higher priority over the other then it will bid. For example, if there are 2 campaigns, one with the highest priority and the other with medium priority. In this case, the bid from the highest priority campaign will be used.
(ii) The lower priority campaign bids if the highest priority campaign runs out of the budget.
If the campaign with the highest budget runs out of the budget, then the next lower priority campaign places the bid.
(iii) When multiple campaigns have the priority, then the highest bid is used.
If there are multiple campaigns that have the same priority, then the campaign with the highest bid will participate in the auction.
(F) Create Separate Campaigns for Products with Maximum Sales
By using Google Analytics and existing Shopping campaign data, you can find what the best selling products are. After you have discovered them, you can create a separate campaign for these products.
When you have a popular item in your stock, you want a lot of customers who are looking for that particular product to see that you have it available for them.
By creating a separate campaign and bidding aggressively can give you promising opportunities to attract a lot of potential visitors who are ready to convert.
If you do not create a separate campaign for your best selling products then you will have to increase bids for all products including the ones that aren’t performing well. This will indeed have a negative impact on the performance of your Google Shopping Campaigns.
2. Dynamic Remarketing
Remarketing allows you to show you ads to the past visitors. It lets you customize your ads according to the activities of the people who visited your site.
With dynamic remarketing ads, you can go a step further and display your remarketing ads with specific information that is specially designed according to your customer’s previous site activity.
With Google’s Remarketing feature Google itself will create ads for you based on the behavior of your website visitors that will include the price, image, and text of the ad of your choice.
Shopping sites are apt for remarketing. If you are an e-commerce owner who sells products online, then you can use promotional coupons and offers to increase your sales plus the overall ROI.
Dynamic Remarketing should be a top choice for e-commerce owners because they are marketing to people who are already interested in their products, have already visited the site, viewed products, added some of the products to their cart or have even purchased them.
Therefore, with Dynamic Remarketing the sales and the ROI tends to be higher.
In Dynamic Retargeting, there is basically 6 visitor segmentation which you can use. They are:
(i) All Visitors
Through this segmentation, you can target each and every user that visited your site irrespective of the visitor activity.
By retargeting all the visitors, you reach out to a wider audience.
Although by retargeting to a wider audience, you may not get the most narrowed list, instead you will get a list of people who have a slight interest in the products that you offer.
Also, while retargeting all the visitors of your site, do not forget to exclude the immediate bouncers. Retargeting them will make no sense.
(ii) General Visitors
General visitors are those visitors who visited your website but did not view the specific product page.
With the help of Dynamic Remarketing, you can target these users with the most popular products of your site.
These visitors bounce from your website before navigating your products. It is not that your products are not right for them.
Maybe these visitors are not familiar with your products or they couldn’t locate the product page or probably were led away by distractions. There can be a lot of reasons.
You can use dynamic retargeting ads to increase the awareness of your products so that they come back to your website to know more about you.
With this type of visitor segmentation, you get a chance to showcase your products to those visitors who arrived at your website but did not view the product page.
(iii) Product Viewers
These are the people who viewed the product page on your site and but did not add them to the shopping cart.
You can target them with ads that are in relation to their interests. You can also show these visitors the products they viewed along with a mixture of recommended and similar products.
In addition to this, you can also display your discounts and offers to entice them to come back to your site and make a purchase.
You can retarget the product viewers by stating a benefit that they will get from using your product or you can also add a customer testimonial from a well-known influencer.
(iv) Shopping Cart Abandoners
These are those visitors who added your products to their shopping cart but did not purchase.
This type of audience almost brought out their credit cards to shop but somehow left to find more competitive prices.
To avoid this you can offer them Free Shipping offer or a coupon as an incentive for them to make the purchase.
You can also target them with special offers like promotions or discounts to close the deal.
Most of the time there are price and time objections that make the visitor abandon the shopping cart.
To remove the price objections, you can provide “Free Shipping” across a certain price limit or a reasonable discount for a limited time period.
And when time objection is the issue, you can continuously remind them of your product and make sure that you stay on their mind when they are ready to make a purchase.
Creating a sense of urgency while retargeting shopping cart abandoners can get you more sales because when there is a time limitation, people tend to buy more.
Some example of an urgent offer are:
- Discount 10% off! Offer ends at midnight.
- Free Shipping on all orders. Just for today.
(v) Past Buyers
Past buyers are those people who purchased products from you in the past.
Targeting the existing customers is a part of the customer retention process and for this reason, it is quite important.
Your existing customers are more likely to make a purchase from your when compared to the new visitor.
After purchasing your product in the past, the visitors become your customers. Your existing customers are more likely to make a purchase from you as compared to the new visitor.
You can remarket them with new products that will complement the products that they have already purchased.
Although the group of your existing customers might be small. As these people are already using your product, they are interested in your business and will be more likely to make a purchase from you again.
3. Remarketing List for Search Ads (RLSA)
RLSA is a feature in Google AdWords that allows you to tailor your Search Campaigns for people who have already visited your website.
When visitors leave your site without making a purchase, RLSA can help you to connect with these visitors when they continue to search in Google.
RLSA gives you an opportunity to optimize your search campaigns by letting you tailor your bids and ads for your highest value prospects.
There are 2 basic strategies that you can use with RLSA:
- You can optimize bids for existing customers. You can increase the bids for those who have previously visited your website for the past 30 days. Also, you can show different ads to the visitors who have added your product to their cart but have not purchased the product as yet. Remember, the more the recent visit, the higher the bid.
- You can bid more on broad match type keywords for those who have visited your website in the past. This will help you to capture a wide range of people who are interested in your products.
With RLSA, you get a better opportunity to design your search campaigns in such a way that you can target more valuable users who are aware of your products and are also interested in them.
Thus, RLSA can result in the more efficient use of the ad spend and increase in sales which will lead to an increase in the conversion rate and ultimately the ROI.
Ecommerce owners should use RLSA because it targets more qualified users that are already familiar with your website and products.
You can target them by giving them bigger discounts and pull them back on your site. The very first step while setting up RLSA is to create Audience Lists.
You can create lists based on the following user experience:
(i) Targeting Cart Abandoners
Targeting the users that have abandoned the cart is the most obvious RLSA strategy. These type of users almost reached to conversion destination and are most likely to convert.
They might be quite low in number but then they have the potential of increasing your conversion rate substantially.
You can target them by giving special offers and discounts on the items that were listed in their cart. Similarly, you can suggest and recommend similar products.
(ii) Excluding the Non-Interested
When it comes to RLSA, it becomes really important to exclude the visitors that are not interested in your products. Immediate bouncers can be counted here.
Maybe these people landed on your website by mistake. Probably they were only looking for a certain piece of information and did not have the intention to buy any product.
To avoid wasting your budget on these people you should simply exclude them while creating the RLSA campaigns.
4. Dynamic Search Ads (DSA)
DSA is the easiest way to look for customers who are particularly looking for your offer.
It’s a type of campaign in Google AdWords that dynamically matches the searches in Google by using the details from your landing pages.
The Dynamic Search Ads are useful because they create an easy campaign that permits the e-commerce owners to target ads to as many search queries.
Basically, the DSA works best for those e-commerce owners who have rich content on their websites. Since the Dynamic Search Ads are created by taking the relevant information from the Landing Page.
Thus, it becomes really important to have rich and relevant to the website to get the best results from Dynamic Search Ads.
Any e-commerce website owner who has a huge stock of products and corresponding landing pages can make the best use of DSA.
For an e-commerce website, there are times when the products are constantly changing. These changes may be due to seasonal variations or probably if you have a varying list of items that change regularly.
Here, DSA comes handy because you would not want to spend a lot of hours to upload the new products and pause the ones that you don’t sell.
DSA will automatically take care of all this on your behalf.
When Google find searches that match your Dynamic Search Ads targets, it then generates an ad with a headline and a landing page URL.
There are 3 targeting options when it comes DSA Campaigns:
(i) Target All Pages(The entire website).
(ii) Target Specific Pages
(iii) Target Specific Categories
After determining the targeting options comes the time when you will create your ad. Remember, the headline and the URL are dynamically generated on the basis of the search query and your website content. You simply have to create the description lines.
The importance of DSA for e-commerce websites:
- It improves efficiency by pulling out relevant data and saves your time that you would have spent on keywords, bids and ad text for each of your product.
- DSA automatically updates your ads. When you make changes in your website, Google then scans the website to make sure that they are delivering the latest version of the website.
- It dynamically generates the headline that includes the words from the customer’s search and the landing page of the ad. The headline generated by DSA is slightly longer than the standard text to give more visibility and relevance to the users.
- It provides campaign control to the e-commerce owners. When you use Dynamic Search Ads, you have the control to exclude pages that are irrelevant and landing pages of out of stock products.
- It increases the traffic thereby increasing the sales by promoting your business to more customers as compared to the keyword-based campaigns.
Tips to get most from the Dynamic Search Ads:
(i) Ensure that you Bid higher for your Website Visitors.
In DSA, you can categorize the users into two different groups i.e. new users and existing users.
Because of this option, you can bid differently for different groups. As the existing users are interested in your products, thus, there are more chances of them to make a purchase.
Therefore, having a higher bid for them can be really effective.
(ii) Review Search Query Report.
Reviewing the Search Query Report regularly is an essential process for your DSA campaigns.
You can review the Search Query Report to see the terms that people searched for when they clicked the ad.
You can also see the dynamic headline and the landing page for those search queries.
By reviewing the Search Query Report, you will be able to see a lot of irrelevant searches.
Optimizing the AdWords E-commerce Campaigns is not at all a daunting task. Rather, if you hold an authoritative command over it from the beginning, you will see the profitable long-term results.
You can benefit from the AdWords Campaigns for your e-commerce stores only if done in the right manner.
A positive and systematic approach towards AdWords Campaigns for Ecommerce Stores can help you overcome all the obstacles that are coming on the way.
We hope that the above-mentioned tips make your work easier and interesting when it comes to optimizing the AdWords Campaigns for E-commerce Stores.
Originally published at adstriangle.com on July 14, 2017.