As the world celebrates Valentine’s Day with chocolates, flowers, and teddy bears, let’s not forget to send a little love where it matter most – to your dealership’s bottom line. Today we’re going to give a little love to your SEM strategies by sharing 4 tactical tips straight from Cupid’s magic marketing arrow:
Tip #1: Mobile Matters in SEM
Mobile traffic in the automotive space continues to grow. The data below was taken from a large dealer group for Q4 of 2016 and includes an analysis of 1.4 million website sessions. Not surprisingly, over 55% of all users session occurred on mobile devices.
At this point many people shrug their shoulders and say “I get it, mobile is important”, and then they do….nothing.
Don’t be that person. Dig a little deeper. Look at your site’s mobile-specific performance. Spend time with your analytics data. What are the most common screen resolutions? How does your site render on those different sizes?
Are your conversion metrics (performance and costs) consistent, or are there resolution-specific trends? Even within the category of “mobile”, the user experience can vary widely due to different mobile screen sizes. Consider the single most common mobile device suite (Apple’s iPhone) renders at different resolutions.
Key takeaway: Don’t neglect your mobile data. Spend more time there and make sure your vpv (value per visitor) for mobile is where it needs to be.
Tip #2: Leverage Device Bid Modifiers to Balance the Scales
Armed with insights from tip #1, you’re ready to grab some easy wins with tip #2 by making device bid adjustments.
In the past 8 months both major networks (Google AdWords and Microsoft Bing Ads) have made an about face and returned power to the people.
This story began a few year ago (2013) when Google announced enhanced campaigns. That was a dark day for marketing because by so doing, advertisers lost the ability to target tablet traffic with independent bids. Eventually, Microsoft adopted a similar approach. But in 2016, that changed (again) – both AdWords and Bing Ads reintroduced true device bid segmentation.
Take advantage of that. Once again, pull your data and look at performance by device.
Any easy win here is to look at things from a contribution perspective. If Tablet is consuming 9% of your spend and only contributing 6% of your conversions…you have an opportunity to modify bids and bring that segment into ROI alignment with your other device types.
Key takeaway: Reference your mobile data and adjust your bids to bring your access device segments into ROI alignment.
Tip #3: Cascading Cups
This is a simple concept but I’m continually surprised by how often it is absent from the strategy employed by many dealers.
We know that different marketing mediums have different set points of performance. Your marketing dollars will yield different ROIs when used in different mediums.
But what many fail to grasp is how within the medium of SEM (which in this context means both paid search and paid display), there are tremendous variances in ROI.
The concept of campaign types illustrates this nicely, and it all boils down to this: Different types of keywords are going to perform differently. They target different audiences, at different stages of the buying process, and the ROI can vary greatly.
Where we see a lot of dealer strategies go wrong is in the arbitrary assignment of advertising budget to these different campaign types.
The best way to give your star campaigns some extra love is to simply look at their budgets individually and then adjust based on that campaign’s ability to spend. Hint: Look for campaigns with Impression Share less than 80% and Lost IS (budget) greater than 10%. These are hungry campaigns that can easily drive more volume if properly funded.
These are the cups on the top of the stack that you should consider filling first.
Key takeaway: Nothing is set in stone. Be fluid with your budget allocation practices to ensure your highest ROI campaigns are reaching their full potential.
Tip #4: Take Advantage of Landscape and Environmental Changes
The history of the natural world is full of examples of animals that have gone extinct because they were unprepared in the face of a changing habitat.
Don’t be that animal. Take advantage of the opportunities created by those changes.
The past 12-months have ushered in a number of large, impactful changes. These are just a few…
- Removal of sidebar ads on the desktop SERP (Search Engine Results Page, see figure 7)
- More paid search real-estate above the fold on both desktop and mobile SERPs (see figure 8)
- Organic results being pushed farther and farther down the page (a function of the changes in the list above and also a function of Tip#1 – more prevalent use of mobile devices with small screens, see figures 9 & 10)
- New ad formats for text ads on both AdWords and Bing Ads (see figure 10)
Each of these impactful changes creates both exposure and opportunities. They’re two sides of the same coin. Dealerships that are embracing the changes will continue to thrive.
Key takeaway: Understanding and embracing the SEM opportunities these recent changes present (i.e. more text ads above the fold, expanded text ads for more relevant info, etc.) will put you ahead of the curve – and have you feeling the love.
Your SEM campaigns may be humming right along, but with a little insight and fine-tuning, you can improve campaign performance, your ROI–and your dealership’s bottom line.
Now that you’re basking in the glow of your Valentine’s Day aftermath (or maybe it’s a holiday you like to avoid altogether!), don’t forget to show your SEM campaigns some love today. They might just love you back.