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Getting the most out of limited YouTube creative during the holiday season

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Black Friday is going to be here in a matter of days, and you just got the go-ahead to use some additional budget to build awareness with YouTube ads. The problem is you don’t have enough time to get new holiday creative in time. Not ideal, but it’s not the end of the world. If you’re stuck with limited creative or you have to use the same videos you ran last year, I’m going to show you a few ways you can squeeze a little bit more juice out the orange before you have to throw it out. Let’s hop in.

Even if your creative is limited, test different targets

I’ve had plenty of e-commerce clients who have seasonal products so one tactic I like trying is utilizing site search. If you have site search set up in your Google Analytics, you will be able to see the search queries users were typing when they were visiting your site. As a marketer, I like to go back and see what was popular during the holiday season the previous year. Like this example:

We see flavors during last year’s holiday season that most likely are not made or not popular at other times of the year. And these season products were the most searched. If these are products this company plans on selling again this year, I will consider creating custom intent audiences based off of these site search queries to try and get in front of users who are looking for these products again in the new season. (Yes, I understand some of the site searches are very broad. So instead of just “peppermint,” I’ll try “peppermint coffee pod” instead).

Remember, for YouTube, custom intent audiences are based upon broad-match related variants of actual search queries people have typed on Google.com. Since custom intent audiences haven’t yet been merged with custom affinity audiences like we were warned at the last Google Marketing Live, you can try and capitalize on higher keyword intent with your video campaigns one last time.

One other solution is to create custom intent audiences using keywords of the top-selling products from the previous year (again, if they’re applicable for this year too). Head over to your conversions tab and review your e-commerce overview during your main holiday season. Take the product names (sorry had to blur mine out) and create audiences from these products as well as similar products users may want to buy during this time of year.

Refresh your product selections for TrueView for Shopping

It’s the holidays so of course, you want to promote your products. TrueView for Shopping campaigns are a great way for YouTube marketers to promote their products and potentially drive traffic to specific product pages. Last year I wrote an article on how to create evergreen TrueView for Shopping campaigns, and the theory definitely still applies to the holiday season. One of the options we have to select products for our TrueView for Shopping campaigns is custom labels from our Merchant Center feeds.

Just like how we can review previous holiday season data to find new targeting options, we can use that data to update our labels for product selections. Whether you want to use your main feeds or a supplemental feed, keeping your custom labels updated for the holiday season can help you promote the right products at the right time. Even if you don’t have new video creative to use, at least the products that will appear alongside your TrueView in-stream ads will be different and relevant to your holiday goals. 

Test your call-to-action extensions

At this time last year, we were still using call-to-action overlays on our TrueView in-stream ads to drive traffic to the site. Those days are gone, and now we have to use the call-to-action extensions. No matter what creative you have to use this year, keep testing out different call-to-action extensions to try and drive more traffic to your website.

Your video creative could be the same but test different headlines and call-to-action messages for higher CTRs. Remember even if the viewer skips your ad and goes on to the video watch page they originally intended on visiting, your call-to-action extensions will still be visible on the page. Make your holiday messages, offers, sales, etc. appealing enough to gain more clicks from your YouTube videos even if your creative is the same.

Final point

I will always recommend trying to get new creative that speaks as specifically as possible to your target audience, the products you are promoting and the deals you are offering during the holiday season. The more you cater your creative to match the feel of the season, the better chance you have of getting higher engagement rates in a competitive advertising season. But if you don’t new creative to use, try these tips I mentioned to maximize your performance with the limited creative you may have.


Opinions expressed in this article are those of the guest author and not necessarily Search Engine Land. Staff authors are listed here.


About The Author

Joe Martinez is the Director of Client Strategy for Clix Marketing. While he is hands-on in all aspects of PPC, his true passions lie in Display, Remarketing, and YouTube. He is a regular contributor to Search Engine Land, Marketing Land, and WordStream. He has also written for PPC Hero, SEMrush, Unbounce, Leadpages, Optmyzr, and AdStage. He has hosted webinars for SEMrush, Unbounce, Quora and Bing Ads. He regularly speaks at conferences such as SMX Advanced, SMX West, SMX East, HeroConf, Confluence Conference, Digital Olympus and more. Finally, he was named a Top 25 Influential PPC Expert by PPC Hero in 2017 and 2018.



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Google brings ‘Interpreter Mode’ language translation to the Assistant on smartphones

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Google introduced its real-time translation feature, “Interpreter Mode,” for Google Home and smart displays earlier this year. It tested the feature in several hotels in Las Vegas, New York and San Francisco at concierge and registration desks.

Now the company is more broadly rolling out Interpreter Mode to Android devices and iPhones. Where there were 26 languages available on Google Home, there are now 44 on the smartphone Assistant.

Google Translate also works. While the capability is impressive, people have been using Google Translate in real-world travel or foreign-language contexts like this for some time. This is just a more elegant and enhanced presentation of Google’s underlying machine translation capabilities.

‘Help me speak [language].’ In order to invoke Interpreter Mode, users say something along the lines of “Hey Google, help me translate [foreign language].” It will then enable real-time translation. Google also says the Assistant “may present Smart Replies, giving you suggestions that let you quickly respond without speaking.”

Interpreter Mode works automatically on Android, but iPhone users will need to install or update the Google Assistant app. Without updating the app, I tried to invoke it on the iPhone, and it prompted me to use the Google Translate app instead. Indeed, real-time translation can be accomplished with Google Translate, though somewhat more awkwardly.

Why we care. As Google continues to add capabilities and features to the Assistant, it reinforces usage and loyalty. The Assistant is Google’s cross-platform UI that spans multiple channels and hardware devices.

Yet we still don’t know how frequently consumers are using the Assistant on smartphones or whether there’s any substitution of the Assistant for more traditional Google Search on mobile devices. I suspect the Assistant as a search alternative is still a small minority use case. Earlier this year Google tested ads in Assistant smartphone search results.


About The Author

Greg Sterling is a Contributing Editor at Search Engine Land. He writes about the connections between digital and offline commerce. He previously held leadership roles at LSA, The Kelsey Group and TechTV. Follow him Twitter or find him on LinkedIn.



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Amazon ad spend rises over Cyber 5, but most efficient sales days still ahead

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On Cyber Monday alone, consumers spent $9.4B via online channels – that’s up $1.5B from just last year, according to Adobe, and another record-breaking figure in terms of e-commerce sales. For marketers, the entire five-day stretch known as Cyber 5, but dubbed “Turkey 5” by Amazon, was likely a banner sales weekend, but looking at year-over-year Amazon data, what’s clear is that your holiday fortunes are not made or broken on that period alone.

As part of the research my company conducted, it is clear that on a conversion rate and cost-per-conversion basis, some of the best sales days on Amazon come after Cyber Monday. To maximize your total sales, and potentially capture market share from competitors, your advertising budgets and strategy on the site needs to align with this reality.

As seen in the below graphs, which are drawn across a same-set of more than 700 Amazon sellers, ad conversion rates continue to rise from Cyber Monday all the way through the Dec. 22 shipping cutoff. Yet, the average cost-per-conversion declines over the same period.

Click to enlarge

This is likely due to two contributing factors.

Perhaps most impactfully, many brands budget to spend aggressively during that five-day period and, due to the extremely high volume of consumers on the site, blow through a fixed budget for the season. While those holiday period campaigns may have driven high sales volumes at profitable costs, those same brands now don’t have the ability to stay aggressive over the intervening days, substantially tapering down spend and bids through the remainder of the year and missing out on these additional profitable sales.

Secondly, when consumers are shopping on Amazon a matter of weeks or days before Christmas, they are less inclined to do a great deal of research when buying their gifts. Time is of the essence, and the data bears out that users are more likely to click and convert on a sponsored product ad during this period.

In 2019, that latter point may be even more important, as the time between Cyber Monday and Christmas nearly a full week shorter, lending itself to more “last minute” holiday gift buying.

The bottom line is that on Amazon, it’s imperative that you consider uncapping budgets around holiday periods and other high-traffic events on Amazon in particular, provided you have the ability to set and adjust bids to align with the value of a given sale after discounts, fees, etc.

This is driven home by the overarching trend over the five-day period itself. Even in the face of a large number of sellers aggressively advertising during this time, the massive amount of consumers coming to Amazon and subsequently clicking on ads outpaced that rate. Across gift-giving categories and more than 219,000 products, Amazon ad spend was up significantly, but CPCs either remained flat, declined, or rose at a level far below the corresponding spend increase – compared to the prior four-week average.

Click to enlarge

In a sense, it was easy for a brand to spend substantially more on Amazon advertising over “Turkey 5” – we saw a 92% increase from pre-holiday levels on average – but they were likely driving sales at a more profitable rate from that ad spend. With conversion rates remaining high following Cyber Monday, that efficiency is likely to increase, albeit with less traffic overall.

Maximizing the holiday home stretch and beyond

With some time still remaining until the Dec. 22 shipping cutoff, there are some tactical levers brands can pull to capture more of those profitable sales. We talked about the value in uncapping budgets through Dec. 22, but that needs to be paired with bids that are set in line with any promotional or non-promotional pricing which may be in place for a given product.

By consistently bidding to value on an individual product level, brands can bring in more profitable sales on Amazon during these high traffic periods. Additionally, this is a good practice year-round, as it minimizes the risk of wasting ad spend while allowing for scale when a bump in user purchase activity warrants additional investment.


Opinions expressed in this article are those of the guest author and not necessarily Search Engine Land. Staff authors are listed here.


About The Author

Andrew Waber is the director of insights at retail optimization platform (ROP) provider Teikametrics. In his current role, Andrew manages the analysis, editorial direction and strategy for Teikametrics’ reporting on online retail advertising and the larger online retail marketplace. Prior to his time at Teikametrics, Andrew served as the manager of data insights and media relations at Salsify, the manager of market insights and media relations for advertising automation software provider Nanigans, and as the market analyst and lead author of reports for Chitika Insights, the research arm of the Chitika online ad network. Andrew’s commentary on online trends has been quoted by the New York Times, Re/Code and The Guardian, among other outlets.



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SMX Overtime: Managing your online business reviews

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Last month I spoke at SMX East about scaling online reputation management – specifically reviews. At the end of my presentation, “14 Tips to Scale Reviews Across Multiple Locations,” I fielded a number of fantastic questions from session attendees and wanted to follow-up on some additional ones.

How do I convince clients to respond to reviews on Google?

First and foremost, responding to customer reviews builds trust. When a business responds to reviews, it demonstrates that it cares enough about its customers to respond to them. Being responsive builds trust not only with the person who wrote the review but also with future customers who might be looking at reviews as they evaluate you against your competitors. 

Responding to reviews specifically on Google also improves your visibility. Reviews have been the fastest growing signal in Google local ranking factors for the past three years, according to the annual Moz Local Search Ranking Factors study. Review signals were overwhelming correlated with higher rankings in Local SEO Guide’s Local Search Ranking Study from two years ago. And Google itself cites managing and responding to customer reviews as an important ranking factor.

Strictly looking at GMB and reviews, wouldn’t negative reviews actually be helpful in rankings?

Google stresses that “High-quality, positive [emphasis mine] reviews from your customers will improve your business’s visibility and increase the likelihood that a potential customer will visit your location.” So, strictly speaking, negative reviews won’t help.

But the bigger question is this: how can negative reviews help your business beyond rankings? They can if you are willing to learn from them. No business is perfect. Negative feedback identifies vulnerabilities that you need to address before they mushroom into bigger problems.

Responding to reviews by improving your business creates a virtuous cycle: a better customer experience leads to more positive reviews, which leads to improved visibility online. So, long story short, indirectly negative reviews could help your rankings in local search by improving your business.”

Many of our clients like us to handle reviews on their behalf. Do you have any recommendations on how to monetize that as a service?

Don’t try to manage reviews manually – especially if your clients operate multiple locations. Trying to monitor and respond appropriately and quickly to reviews can be overwhelming unless you have a tool that does everything from sentiment analysis to natural language processing of the reviews as they come in. (Full disclosure: my company offers one.) But don’t take my word for it: ask someone who has tried to manage reviews manually at scale. They’ll tell you the same thing: you need the right tool to manage this process well.

What’s a typical workflow like when outsourcing reviews? How do you onboard the new people responding to reviews?

First, talk with your client and establish a protocol for how to respond to reviews. Is the client going to split duties with the outsourcing partner, or is the partner going to handle them all? In addition, what’s the protocol for writing original replies versus using some agreed-upon, preformatted replies? Those (and many others) are the types of questions you need to address. Get the protocol sorted out and documented. Once you do that, onboarding new people comes down to relying on the protocol to train them.

What’s your position on review gating? Only targeting people who give us the best feedback or would asking all be more beneficial?

Don’t do it. Review gating goes against Google’s terms of service and violating that can get you in hot water with the world’s most popular website. Incidentally, as reported in Search Engine Land, review gating won’t materially impact your business’ overall ratings anyway. It’s not worth the risk.

When businesses ask customers for reviews say, for urgent care, what ratio of positive to negative reviews might the business expect?

If you take good care of your customers, then expect a high ratio of positive reviews! The important thing is to ask for reviews. Don’t be afraid of negative ones happening. People who have a bad experience with your business are going to share negative reviews whether you ask them or not. It’s not like asking for reviews will trigger a flood of damaging feedback. Trust me – upset customers need no encouragement. But sometimes happy customers just need a little nudge to share the love online.

How do you combat fake reviews and irrelevant negative reviews? Flagging doesn’t do crap!

Fake reviews are a problem and no doubt that flagging reviews has little effect on having them removed. While there is no guarantee this will work, typically the best course of action to have reviews removed is to post to the GMB forums and hope Joy Hawkins or another Product Expert takes up your cause.

That said, what you can do is ask customers to review your business and make it easy for them to do so. The uptick in authentic reviews will counter the spammy ones.

How do we decide which platforms to focus our review asks on? Zillow? Google? Facebook? Especially given a limited number of transactions.

Focus first on the review amplifiers, Google and Facebook. Review amplifiers have an inordinate impact on your reputation because of their scale and influence. It’s better to focus on a small number of review amplifiers than spread yourself thin trying to be present on every location where someone leaves a review.

Start with Google. Google reviews have the biggest impact on your reputation and search rankings. Google owns 93 percent of the search market, and as noted earlier, reviews are one of the most important local search ranking signals on Google. Accumulating customer reviews on Google is most important for both your reputation and your visibility online.

Facebook remains an important number two choice to focus your time. Research from Vendasta shows that Facebook is a critical site for reviews owing to its traffic and review volume, which is true in my experience working with clients. After all, next to Google and YouTube, Facebook is the world’s most popular site – and its user base is growing.

After Google and Facebook, pick some vertical sites that pertain to your industry – such as TripAdvisor for travel and Zillow for real estate.

But in a world of limited resources and budget, you need to focus first on the review amplifiers: Google and Facebook.


Opinions expressed in this article are those of the guest author and not necessarily Search Engine Land. Staff authors are listed here.


About The Author

Adam Dorfman is a technology and digital marketing professional with more than 20 years of experience. His expertise spans all aspects of product development as well as scaling product and engineering teams. He has been in the SEO and Local SEO space since 1999. In 2006, Adam co-founded SIM Partners and helped create a business that made it possible for companies to automate the process of attracting and growing customer relationships across multiple locations. Adam is currently director of product at Reputation where he and his teams are integrating location-based marketing with reputation management and customer experience. Adam contributes regularly to publications such as Search Engine Land, participates in Moz’s Local Search Ranking Factors survey, and regularly speaks at search marketing events such as Search Marketing Expo (SMX) West and State of Search as well as industry-specific events such as HIMSS. Follow him on Twitter @phixed.



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