AdWords and Facebook paid advertising are effective in reaching and nurturing highly-targeted prospects who become consumers.
Let’s face it, most of the time people just aren’t ready to convert. The time it takes to close business lasts anywhere from minutes to months, and competitors have ample time to sway prospects from your sale. That is, unless you do something called nurture.
The catch-all term applies to any system or strategy that moves potential customers down a business’s conversion funnel. And while email is an invaluable channel for engaging prospects, the Gmail promotions tab is where nurture often languishes.
That’s why Adwords’ paid search and Facebook paid social provide consistent brand awareness and greater value without giving customers the feeling they’re being stalked around the internet.
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Use AdWords Tracking Codes and Facebook Pixels
Nurture is the current that draws the stream of consumers to your doorstep.
But if your website exists without the ability to track actions to and on its landing pages, nurture is rendered nearly impossible. There are three primary forms of tracking codes that differ across AdWords, Facebook, and Google Analytics.
AdWords Tracking Code
The tags you can generate in AdWords effectively track your conversions. Simply define the parameters for your conversion and finally paste the code onto your landing page between the <body></body> tags of the page you’d like to track.
The Facebook Pixel
Put the pixel around your website and optimize for different types of on-site actions.
In order to avoid overlapping data, distinguish the parameters of a conversion: revenue, email address, or other.
Google Analytics UA Code
Most people track organic metrics using an Analytics code on their site. It provides essential nurture data, informing consumer actions to, on, and from your site.
Without tracking site-related data, it’s difficult to evaluate the success on each channel that a business uses to eventually nurture consumers.
2. Keywords Research
The primary advantage to paid search and social is the ability to reach hyper-targeted audiences as opposed to the unmeasurable ears and eyeballs of a radio or TV spot. And a great place to start is Google’s Keyword Planner, which allows you to research and prioritize new keywords for your AdWords account.
While broad keywords may be a waste of your time if you’re a smaller business, consider search intent: what do the search queries you’re bidding on say about the prospect’s ultimate goal?
Facebook works similarly in that you can leverage their targeting options to zoom in on local demographics and view how many potential customers in the area fit your targeting goals. With both PPC strategies, the nurture funnel for your business initiates prospects much closer to conversion.
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Connect Messaging Between Platforms
If a potential customer sees a text ad, their next steps may include clicking and then downloading an ebook or whitepaper.
Your Facebook messaging should overlap this nurturing effort by serving an ad to the very same users that downloaded the white paper. This ad should address the problem suggested in the text ad and offer a research-based solution.
It’s essential that effective advertising acknowledges that channels are interdependent; they are more effective when they create a flow of information that educates and moves the consumer towards a purchase.
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Utilize Ad Copy IF Functions
The digital advertising gold standard is an ad capable of adapting on the fly to fulfill the individual search query and sales funnel stage of a prospect.
According to Google, “IF functions allow you to insert a specific message in your text ads when a condition is met, and a default text when it does not.” In other words, if you generally have difficulty converting mobile users, make the ad more appealing to consumers viewing on their phones.
With IF functions, you can primarily target cart abandoners with hyper-targeted messaging using “limited,” “exclusive,” or time-sensitive offer with greater discounts. Prospects not quite so far along in the sales funnel will merely see the standard sale.
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Meet Better Prospects with Lookalike and Similar Audiences
Facebook’s Lookalike Audiences and AdWords’ Similar Audiences leverage current customer data to locate new high-quality prospects.
Through targeting or bid adjustment, you can reach audiences similar to your existing remarketing lists in AdWords. And on Facebook, you can create multiple Lookalikes based on their level of similarity to your original audience.
All new prospects are not created equal and can be dropped into your nurture funnel accordingly based on the comparative data.
Still Struggling to Convert Prospects into Customers?
The question is no longer whether a particular channel is worth the investment. You need to be able to reach prospective customers wherever they exist. Fill your nurture funnel and earn new leads with RLC Media’s optimization strategies and expertise. We can help.
