Mobile Optimization In Advertising | Why Mobile Marketing Is CRUCIAL For Increasing Conversions

Mobile Optimization In Advertising | Why Mobile Marketing Is CRUCIAL For Increasing Conversions

➜ Mobile optimization – How you can avoid more cart abandons
➜ Why mobile marketing is only becoming more and more essential
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At one time, desktop sales were king. The only thing you needed was a desktop-optimized website, and you’d be set to start making sales.

But in the digital age, more and more sales are happening on mobile platforms, which means it’s becoming more and more essential to optimize your ads and site for the mobile experience.

Mobile advertising and mobile-friendly websites are some of the best ways to increase conversions and avoid abandoned carts.

In this video, I talk about how a company (with a great ad campaign) almost lost my purchase just because of bad mobile optimization, and how you can avoid a similar experience with your own online storefront.

For more on this topic, visit our blog at

******************************************************************************************************We post new videos every Tuesday, Thursday & Saturday focusing on how to use Facebook Advertising and Instagram Advertising to help you create a stable, predictable, and profitable business. Subscribe and comment below with which topics you want covered next!

Divine Social is a social advertising agency, specializing in Facebook Ads, Instagram Ads, Pinterest Ads, and Snapchat Ads. We help our clients with Conversion Rate Optimization (CRO), landing pages, and funnels.

We have deep expertise with e-Commerce brands (from early stages to brands approaching the Billion dollar ranges) as well as coaching & consulting and info product clients.

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Gap Found Between Customer Expectations And Reality 04/26/2017

Data Becomes ‘Pillar’ Of Advertising In 2017 02/01/2017

If 2016 was the year of measurement, then 2017 will become the year marketers feel comfortable enough to trust ad targeting and metrics to campaign partners like Google and Bing.

findings in the study “The Global Review of Data-Driven Marketing and Advertising,”  jointly conducted by the Global Data & Marketing Association (GDMA) and the Winterberry Group, with help
from MediaMath, confirms data has become the pillar of how businesses practice marketing, purchase advertising, evaluate consumer media and deliver customer experiences.

In fact nearly 80% of
global survey respondents believe customer data is critical to their marketing and advertising efforts.

Some 53.4% of survey participants cite an increase in spending on data-driven marketing
and advertising (DDMA) in 2016, compared with the previous year, while 35.8% said their investments remained flat. Spending increased the most substantially across digital channels and related
functions, as it has for the past two years.



For the second consecutive year, survey participants said having better integration of their existing advertising and marketing technologies would
help to advance their ability to derive value from DDMA efforts.

Improving the functionality and efficiency of their internal processes to support the use of data comes next on the list. For
many organizations the lack of resources or expertise can become a real challenge.

Survey respondents also increased spending in social media management, Web content and site content
optimization, mobile apps and SMS efforts, and digital display advertising The only channels where spending fell was direct mail, as well as addressable TV, which some marketers may be considering
testing prior to integrating into their core media mix.

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Advertising in gaming and TV: similarities and differentiators

Advertising in gaming and TV: similarities and differentiators

TV advertising, once the primary way for brands to connect with young audiences, is on the decline. Only 33% of Gen Z watches TV, and just over half of millennials have a cable or satellite TV subscription. And, while these generations may opt for streaming services over traditional TV, there’s a telling sign that another channel is moving up in the advertising world – video games.

Recently, Netflix’s chief executive officer admitted that when it comes to vying for screen time, video gaming, not other streaming services is its biggest competitor. To put the audience size in perspective, Netflix has 167 million members, whereas just one of Epic’s games, Fortnite, has over 200 million users.

Worldwide, there are more than 2.6 billion gamers, each spending over eight hours per week playing. Gaming has now transitioned from an underground subculture to a growing part of pop culture. Gamers are active members of their communities, socializing with each other, both in-game and at massive live events.

Over 20,000 gaming fans packed an arena to attend the 2019 League of Legends World Championship live, and with the event broadcasted in 16 languages and across more than 20 platforms, it reached a record-breaking 21.8 million Average Minute Audience (AMA). Last year Fortnite made history when 10.7 million players attended DJ Marshmello’s in-game concert. Thousands more watched it live on Twitch, and the event recap on YouTube has amassed 27 million views. That’s a lot of eyes looking at gaming content.

What does this mean for advertisers?

The typical gamer is no longer a reclusive teenage boy. 70% of players are over 18 years old, and the male to female ratio is almost even. According to ESA, gamers are as varied as can be; they are college-educated, ethnically diverse, and engaged civically.

Generation Z has grown up with controllers in their hands and see gaming as part of their identity. It is an integral part of their social lives and a place where they connect and communicate with like-minded friends. Gen Z has also come of age in an influencer-dominated era, and many forward-thinking brands are already focused on the gaming community, using its influencers to get their messages across.

Take Ninja, for instance. In 2018, tickets to his Red Bull-sponsored Fortnite event sold out within minutes. The following year he was immortalized on collectible cans of Red Bull. When Ninja collaborated with Adidas, his sneakers sold out in under an hour.

What marketers should take away from these examples is the sheer buying power and disposable income gamers have. Gaming is creating unique opportunities for brands, and advertisers need to think about how they can effectively communicate with a generation that is used to fast-moving, image-heavy environments filled with snackable content.

What’s so different about gaming?

The burgeoning gaming and esports industries offer significant advantages for brands. Let’s look at three benefits of advertising in video games.


A substantial problem for TV commercials is viewability, a metric that is easily trackable in the digital world, and less so in the TV world. For TV viewers, commercials are the perfect time to check social feeds or head to the kitchen for a snack. Brands have no way of knowing if someone is watching a commercial or if that person is their target audience.

The nature of gaming is the opposite. Gaming offers an immersive, action-packed environment that commands a player’s full attention as their eyes dart around the screen, taking in every bit of information. This is where ad viewability can’t be beaten; viewability is 100% trackable. Advertisers know if a player passed a branded billboard as they whipped around the corner in a racing game. Brands can get granular data on ad viewability, down to how long ads were viewed and whether they were viewed head-on, from the side, or only partially seen due to an obstructing object.


Video game publishers and console providers are able to collect data on each player while ensuring that the highest standards of data privacy are maintained. However, many players are willing to share their data in exchange for a more personalized experience.

With first-party data in hand, advertisers can deliver hyper-targeted campaigns served programmatically, and in real-time. Leveraging data like geolocation, age, gender, and interests can result in effective personalized campaigns that are preferred by advertisers and players alike. For example, just before dinner time, McDonald’s could place their logo on a team’s jersey and subconsciously influence a player’s meal choice.


Everyone despises disruptive ads. When an ad negatively impacts the user experience, players connect their frustrations to the brand being advertised, turning what should be a positive, brand-building campaign into the opposite – one that creates a negative attitude. Thanks to the premium nature of gaming and the technology that enables ads to be placed on any object in the game, ads look natural in context and similar to how they would appear in real life. Brands that couldn’t afford to run campaigns on a jumbo screen at a live NBA game can take advantage of gaming to deliver their message to an even more targeted, engaged audience inside of NBA 2K20.

The future of digital advertising

The one clear thing is that gaming is on an upwards trend. In many ways, the medium is actually replacing social media as the main place where young users congregate online. That’s good news for advertisers, since the gaming environment is also less convoluted than social media, making it an ideal, clean format in which ads can be impactful as opposed to getting lost and scrolled past in a never-ending social feed. Add to that video game’s capability of measuring viewability and its ability to target players with personalized campaigns, video games join TV as a top way to reach global audiences.

Itamar Benedy, chief executive officer of Anzu

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Programmatic Advertising: What It Is and How It Works

Programmatic Advertising: What It Is and How It Works

Programmatic advertising uses technology to automate media buying: Advertisers bid in real-time to reach a specific audience, and the highest bidder wins the ad impressions that are up for auction—i.e., the winner’s ads are served on a publisher’s website.

That real-time-bidding (RTB) process takes a mere 100 milliseconds!

The programmatic advertising process involves various participants and ad technologies: advertisers and publishers, advertising exchanges, data management platforms (DMPs), demand-side platforms (DSPs), supply-side platforms (SSPs), and consent-management platforms (CMPs).

Ad exchanges are platforms that mediate between publishers who sell ad space (inventory), and advertisers, who bid to buy that inventory. Exchanges connect the parties to one another and assess the price and the quality of the ad impressions (based on the quality of the website or webpage where the ads would appear).

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How to Craft Sales Quotas That Actually Benefit Reps

Your Complete Guide to Over-The-Top Advertising

Over-the-top (OTT) advertising has exploded in popularity as more consumers are shifting their attention away from traditional television to digital channels.

Historically, video content has been delivered to consumers via a set-top box to a TV—transacted through a closed ecosystem called the multichannel video programming distributor (MVPD), such as Comcast or DirecTV. Although this was once the norm, more consumers are abandoning their paid, linear TV subscriptions for those available over the internet.

As this number of cord-cutters and cord-nevers continues to rise, the need for OTT advertising also increases. Marketers need to keep up with this shifting trend in video consumption.

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Advertising Association and M&C Saatchi leaders talk about long-term Coronavirus impact on industry

Advertising Association and M&C Saatchi leaders talk about long-term Coronavirus impact on industry

The chief executive of the Advertising Association, Stephen Woodford and M&C Saatchi managing director, Tom Firth have discussed the longer-term impact that the industry’s response to the Coronavirus will have on advertising as a sector.

Joining editor of The Drum, Stephen Lepitak, the pair spoke about their reaction to chancellor Rishi Sunak’s stimulus packages for independent businesses and what it means for agencies, while Woodford spoke of the ongoing conversations the association has been having with the government.

They also discussed the changing behaviors witnessed within their own businesses in terms of staff operations and in seeking out news business.

Watch the full interview in the video above.

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6 Strategies for Facebook and Instagram Advertising During the COVID-19 Pandemic

6 Strategies for Facebook and Instagram Advertising During the COVID-19 Pandemic

The COVID-19 outbreak is having a significant impact on daily business and consumer behavior, and as a result, these are times when small business owners and advertisers need to find opportunities that will help them build personalized and lasting relationships with their audiences from a safe distance. Unprecedented times call for adjustments to your online advertising, and we can help.

Toms WFH ad

We’ve compiled six strategies for running Facebook and Instagram ads effectively during the pandemic:

  1. Stay consistent and extend your high-performing ads
  2. Build brand awareness with your online audience
  3. Find new leads and build your email marketing list with lead ads
  4. Focus on remarketing campaigns
  5. Test new ad creative and audiences
  6. Try Facebook and Instagram Live

1. Stay consistent and extend your high-performing ads

Facebook recently warned advertisers that due to recent staffing changes there will likely be some delays and errors as they increase their reliance on automated systems to review new ads and commerce listings. This means that when new ads are submitted or edited (e.g., changing copy, headlines, images, audience targeting), it will cause the ad to undergo a new review policy. To avoid disruption to your ad, Facebook’s Director of Product Managemet Rob Leathern, recommends that brands extend the delivery period of their best performing ads, as new campaigns will be subject to a new review:

tweet about Facebook advertising

2. Build brand awareness with your online audience

With more consumers at home, we’ll likely see more consumers browsing online to pass the time. In fact, this effect is already taking place, as Verizon recently reported a 20% week over week increase in web traffic. With more impressions and shifts in competition, your CPM is likely to decreasewhich presents a good opportunity to capture more reach from your budget on Facebook and Instagram.  So far, we’ve seen a 12.7% drop in CPM month over month in our in-house Facebook accountand we’re watching it daily to see how it evolves.

Facebook advertising example

If you’re able to, plan out your ads in advance—this is the time when people will be looking for content to consume. Content should revolve around the value your product or service provides, and how it will benefit them when they’re ready to purchase and/or want to plan for the future.

Facebook advertising example

Be sure to also keep your audiences engaged with the latest news about your business and highlight how they can help you during these times with business activities like:

  • Shopping online during a promotional sale.
  • Purchasing gift cards.
  • Writing positive reviews online.
  • Shopping online and/or via phone.
  • Ordering delivery/curbside pickup if available.

For small and local businesses, especially, this is key.

3. Find new leads and build your email marketing list with Facebook lead ads

If your business is a service-based, online, and/or local based business, chances are you send emails to keep your audiences engaged and up to date via newsletters. If your business is slow or closed right now, this could be a great time to shift your strategy to collecting new leads and emails in place of promoting sales.

With a Facebook lead ad campaign, you have the opportunity to:

  • Pique interest with content.
  • Increase leads and signups for email newsletter campaigns.
  • Create an audience to remarket to at a future date.

For example: If you’re in the fitness industry, this could be a good opportunity for you to promote a 30-day challenge that your audience could subscribe to. Or, if you sell products, you could have your audience subscribe to be the first to know whenever there are any upcoming promotions, new product launches, and any other important business updates.

A few things to note:

  • When creating your lead gen form, less is more. Consumers are more likely to opt out with the more information you ask from them. General best practice rule is to leave it no more than two fields, such as name and email address.
  • Integrate with your CRM provider and set up your welcome newsletter to ensure that you immediately follow up with them with content related to your advertising campaign.

4. Focus on remarketing campaigns

According to Barilliance, over 75% of shoppers will abandon your site without completing their purchase. With increased browsing, now is a good time to re-engage with previous website visitors and get them back to your site with an incentive like ‘free shipping,’ and special promos.

Facebook advertising example

This is especially true for businesses experiencing increased traffic right now, like the at-home fitness and healthy delivery options.

Facebook advertising example

In addition to website visitors, you can also drive new potential leads and sales by testing engagement custom audiences, which allow you to target users who have engaged with your content across Facebook and Instagram.

This includes remarketing to those who have liked, commented on, shared, or interacted with your Facebook and Instagram business page, watched your videos, or viewed/filled out a lead form. Remember, the more relevant you can get, the better engagement you will see, so segment your audience as much as possible.

5. Test new ad creative and audiences

Have you been wanting to test new ad creative to see if your audience engages better with specific imagery and messaging? If your business has slowed down or closed, now might be the time to test out a new creative on a variety of audiences to gather information that will make your future campaigns more effective.

When testing new audiences, consider creating a new ad set rather than updating an existing one so that you can better understand the true impact. For new ad creative, you’ll want to test against an already high-performing ad. This way you can compare the results directly to an ad that you know performs well for your specific business, saving you time when analyzing results.

Pro Tip: You’ll only want to test out one element at a time for a more accurate analysis. For example, if you want to test new imagery, don’t make any changes to the headlines or copy. Give it a couple days and monitor performance. 

Here are a few things you can try testing.

  • Audience targeting, demographic, interest-based, or custom audiences.
  • Ad copy, including headlines and CTAs.
  • Landing pages, including copy, design, and messaging.
  • Ad creative, like images vs. videos.

And other media strategies bring me to #6…

6. Try Facebook and Instagram Live

For local businesses who are hurting more than ever before, we suggest that you think about how you can shift your business strategy to offer your products and/or services online to adjust to these unprecedented times. If that’s not possible, getting online and in touch with your customers and prospects on Facebook and Instagram Live can still help.

With live video, you can connect with your audience in a more direct and genuine way. Plus, we know that effective video marketing can result in higher conversions: Facebook and Instagram Live videos receive 3x higher engagement than pre-recorded videos. So grab your phone and start streaming to engage with your customers.

People who are self-isolating or practicing social distancing will be seeking opportunities to connect with more people face to face. While this isn’t in direct contact, it is a current solution offering the interaction and online experience your audience is craving. Try answering questions in real-time, offer online check-ins, webinars, online demos, and more to keep your audiences up to date with the latest your business has to offer.

Facebook Live example

To execute a successful live event, make sure that your broadcast is as clear and high-resolution as possible. Try a practice round beforehand, but don’t stress too much. The point of live stream is to provide a real, genuine reflection of your brand.

Overall, there’s a positive and empathetic angle your business can take to become creative in a world of social distancing, so use this opportunity to get creative, and explore new ways of expanding your reach via Facebook and Instagram.

More resources for online advertising and COVID-19:

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SXSW, Advertising Week Europe, F8: which big marketing events has the coronavirus cancelled?

SXSW, Advertising Week Europe, F8: which big marketing events has the coronavirus cancelled?

The ongoing coronavirus crisis has hit a high level of concern globally and in recent weeks has begun to impact major marketing conferences and events in APAC and now in the US and Europe.

The Drum is updating on all the major events that have been cancelled, postponed or reimagined so far:


The American Association of Advertising Agencies (4A’s) has decided to reschedule its Decisions 20/20 to early 2021 and its Management Practitioners Forum (MPF) to Fall 2020. The organization states that tickets for both events will be honored on the new dates.


The IPA has postponed its courses and events programme for the next four weeks as a precautionary measure. IPA courses and events are due to resume from Monday 13 April, however, this will be reassessed pending any further changes in the advice issued by Public Health England.


Disney has responded to the worsening coronavirus outbreak by pulling the plug on all major TV presentations throughout May, becoming the latest media company to withdraw from Upfronts Week in the process.

The annual Lincoln Center presentation was due to take place on 12 May but will now be ‘reinvented’ as a digital-only event, together with the earlier Hulu NewFronts event on 6 May. Together both events will introduce advertisers to the networks upcoming programming.


WarnerMedia, NBC Universal, CBS, Digitas, YouTube, Roku, Twitter and A&E Networks have all moved their presentations to streaming platforms. Fox News and AMC Networks have canceled theirs, so far.

AAF Advertising Hall of Fame Gala

The American Advertising Federation has decided to postpone the planned AAF Advertising Hall of Fame Gala that was set for 28 April 28 in New York. The new date will be 5 October 5, still in New York City. This is the first time in the 71 year history of the Advertising Hall of Fame that the gala has had to be rescheduled.

Cannes Lions

At the moment, the Cannes Lions festival will still run in June – although it is closely monitoring the situation.

A statement from the organisers read: “As the situation evolves around the world, we continue to monitor the developments on a daily basis. The health and safety of our community, our staff and the people of Cannes are our main priority. As of today, based on the advice from the city of Cannes, authorities and World Health Organisation we are still working towards Cannes Lions 2020 taking place as planned.”

The French authorities have a ban on gatherings of more than 1,000 people, this will be lifted on 15 April.

If the festival is to be postponed, 26-30 October 2020 is the favoured week.

Advertising Week Europe

Advertising Week Europe has now been delayed until mid-September, less than a week before the annual event was set to go ahead.

Postponed until 14 September over the concerns around the coronavirus, the same programming is expected to take place.

“Advertising Week prides itself on being an inclusive and accessible platform and we felt it was critical to ensure it could be comfortably and safely attended by British, European and global delegates.

As we continue to closely monitor the situation, the highest standards of hygiene practices will be enforced at the event, which follow protocols set by government and health officials in the United Kingdom,” said a statement.

“We remain committed to the live experience at Advertising Week Europe, harnessing our influential audience, face-to-face meetings and continuing professional development to help drive business forward.”

Creative Week 2020

Due to continued uncertainty around coronavirus and spread of Covid-19 in the US, The One Club for Creativity announced all in-person Creative Week events will move online for 2020. The events were scheduled to take place in a number of New York venues from 11-15 May.

The nonprofit organization will replace the in-person One Show, ADC 99th Annual Awards and Young Ones Student Awards ceremonies with streaming events to announce Pencil and Cube winners to the global creative community. Online versions of awards ceremonies and other related content are being discussed, with details to follow in the coming weeks.


After much speculation, the City of Austin has canceled the March dates for SXSW and SXSW EDU. The festival said it “will faithfully follow the City’s directions”.

“We are devastated to share this news with you. ‘The show must go on’ is in our DNA, and this is the first time in 34 years that the March event will not take place. We are now working through the ramifications of this unprecedented situation,” stated a post on the SXSW website.

The festival is exploring options to reschedule the event and is working to provide a virtual SXSW online experience as soon as possible for 2020 participants.


MIP TV is the latest event domino to fall, with the worsening Covid-19 outbreak in France forcing the cancellation of this year’s event, which will not be rescheduled.

The sudden cancellation of the film festival, which had been planned to run between 30 March and 2 April, has thrown into question the fate of the Cannes Film Festival itself which is still expected to take place at the end of May.

The Drum Pub at Advertising Week Europe and SXSW

The Drum has taken the decision not to go ahead with its pubs at Advertising Week and SXSW this month due to the developing coronavirus situation.

But a packed programme of high-profile interviews, keynotes and panels will still be taking place – in a dynamic new format – as plays host to a new global online festival from March 16-20.

Digital Transformation Festival will ensure The Drum’s audiences across the globe do not miss out on the inspiring talks and feisty debates scheduled to take place. Live and interactive, it will give remote attendees a chance to engage, ask questions and contribute insights in the safest manner possible.

More details about the Digital Transformation Festival schedule will be released in the coming days and you can register your interest now at the dedicated website.

Fox News IAB upfront

Fox News has become a casualty of the escalating Covid-19 outbreak after being forced to cancel its annual pitch to the advertising community as a ‘precautionary’ measure.

The upfront presentation was scheduled to have taken place on 24 March but as things stand Fox News is the only media company to change its plans, with the likes of CNN, the IAB and Comcast still on track to go ahead – albeit with both monitoring the situation closely.

Adobe Summit

Covid-19 has claimed another victim with the Adobe Summit switching to become a solely online event, as organisers exert an abundance of caution in preventing the potential for cross-infection among delegates.

The gathering had been expected to take place in Las Vegas between 29 March and 2 April but will now encourage participants to log-in remotely instead.

Google Cloud Next

Google is adopting a similar digital solution for its own Cloud Next event which is to be ‘reimagined’ as Google Cloud Next’20: Digital Connect, a digital-first event comprising streamed speeches, workshops and online ‘ask an expert’ sessions.

The new format will be introduced between 6 to 8 April.

Facebook F8

Facebook’s F8 developer conference became one of the first casualties of the virus last week after shelving plans to welcome an expected 5,000 delegates to the annual convention in San Jose this May.

This followed the identification of the first Coronavirus cases in the state which fueled mounting fears over local infections.

WFA Global Marketer Week

Originally supposed to be held from 31 March to 3 April in Singapore, the WFA has decided to postpone the event. It will now be held in Singapore from April 20 to 23, 2021.

The Drum’s Predictions

The Drum’s first APAC Predictions Breakfast on 13 February, where the publication was to explore disruptions throughout business, culture and technology, has been postponed to a yet-to-be-announced date.

Speakers like Ishmit Bedi, APAC performance marketing manager at Google, Leela Nair, managing director at Ebiquity SEA, Ryan Murray, director, partnerships at White Ops, Sorcha John, managing director at Iris and Sonal Patel, managing director, SEA at Quantcast were originally scheduled to speak.

Singapore Women Entrepreneurs Development Program (WEDP)

The event which Procter & Gamble (P&G) organizes in partnership with WEConnect International was supposed to be held on 14 February.

The guest-of-honour was Dr. Lei Hsien Hsien, the first female chief executive Officer of the American Chamber of Commerce in Singapore (AmCham SG). Sam Garcia, vice president supply chain Asia Pacific, Middle East & Africa at Procter & Gamble was also supposed to grace the kick-off.

Splice Beta

The conference, held in Chiang Mai, targets media startups in Asia and looks at the transformation of media. Originally supposed to be held in February, it has been moved to 22 to 24 September 2020.

Overthrow II Festival

PHD Singapore has announced the Overthrow II Festival event, which explores the 10 different challenger strategies, or narratives and scheduled for 26 February 2020, has been postponed to a later date.

IT Show

One of the largest consumer electronics exhibitions in Singapore, the annual event was supposed to take place on March 12-15 at the Suntec Convention Centre. The organiser, Sphere Exhibits, has said it is delaying the events after considering the safety and health concerns of the exhibitors, partners and the public.

Art Basel Hong Kong

The Art Basel franchise, which has fairs in Miami and Basel, Switzerland has announced its Hong Kong event, which was scheduled for 17-21 March has been postponed.

It would have been the eighth edition of one of Asia’s most prestigious art fairs. In 2019, it drew some 88,000 people, including visitors from mainland China.

(This list was last updated at 19.30 GMT on Friday 13 March)

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7 Fundamental Facebook Advertising Tips for Small Business Marketers

7 Fundamental Facebook Advertising Tips for Small Business Marketers

It’s no secret that Facebook can be a fantastic place to reach new audiences and grow your business. We hear about crazy awesome success stories all the time: “I just put stuff on Facebook, and I don’t know what happened, but six months later I quit my job and my side hustle became my full-time gig!”

That’s all fine and dandy, but it’s definitely not the most common use case. I’ve heard more people, especially small businesses, have a completely different story: “We tried Facebook, but it just didn’t work for us.”

The first story is an uncommon case, and I actually believe the second one is, too.

There are quite a few ways Facebook can be leveraged for small businesses, but you have to set yourself up for success and have realistic goals given some of the limitations of the Facebook platform.

Here are my seven tips for how your small business can leverage Facebook Ads and see success.

1. Match campaign objectives to your goals

What is it that you’re trying to get out of Facebook Ads? Additional sales, larger newsletter readership, increased awareness? This is a big factor in determining how your Facebook Ads account will be set up. Luckily, Facebook Ads has objectives outlined for nearly every goal you could have for your campaigns to choose from.

Facebook advertising campaign objectives options

There’s not really a way for me to prescribe the right campaign objective for everyone.

Facebook advertising consideration options

If you’re interested in multiple, I encourage you to hover over each name and click the “i” icon next to each and read a little about their best use cases. There’s a link for you to learn more about each as well, or you could read this post to get a rundown on each campaign type.

2. Find your target audience in Audience Insights

One of my favorite places to start with any new account is to understand the target audience. Facebook Ads makes this very easy with its Audience Insights tool.

Note: You have to have your Facebook page tied to your Business Manager account to see this data.

Facebook advertising's Audience Insights tool

In the main navigation in Facebook Business Manager, head over to the planning section and choose “Audience Insights.”

Facebook advertising's new audience options

You’ll then have a pop-up over the tool that asks if you want to start with all Facebook users (“Everyone on Facebook”) or only users who are connected to your business’s page (“People connected to your Page”). Once you choose “People connected to your Page,” it will highlight the area in the left-hand navigation where you can choose which Facebook page you want to see data for. Find your page, and you’re off to the races!

Facebook advertising for small business demographics

You’ll be able to see demographic info, activity on Facebook, device data, etc., all from this tool.

If the report comes back blank, then that means you likely don’t have a large enough audience for Facebook to provide insights. But don’t worry, that doesn’t mean all is lost.

Facebook advertising interest-based targeting options

More than likely, there are larger brands who are similar to yours you can leverage. Let’s say you’re a modern furniture store. Similar brands might be West Elm and Crate and Barrel. You can type those brand names into the “Interests” section, just slightly above the Facebook page selector on the left side, and gain insights from their brands instead.

All told, this data can be super helpful when you’re trying to decide what demographics to target, what interests people have, and potentially what devices you want to include.

In the end, you don’t have to only use this target audience, (hell, you don’t have to use it at all if you don’t want to), but it’s certainly a great place to start when it comes to understanding how your ideal customer translates to Facebook targeting.

If you’d like a further rundown on the Audience Insights Tool, check out this video for more.

3. Understand targeting layers

When setting up target audiences in Facebook Ads, it’s important to understand the difference between AND and OR targeting logic. Knowing the difference here can be the difference between targeting 15,000 and 15,000,000.

There’s a pretty simple way to remember it by the way Facebook formats it: all targeting listed in a box is OR targeting while multiple boxes means AND targeting. Let’s jump into an example to illustrate.

Facebook advertising for small business detailed targeting options

In the image above, all targeted interests are considered OR targeting. This means that someone can be interested in Crate & Barrel OR AllModern to be included in our target audience. Each time you add another interest in this box, your target audience size will go up.

But let’s say you want to target people who like these brands, but only those who like this brand AND have a certain level of income. Here’s where the Narrow Audience function comes in.

Facebook advertising's narrow audience option

When we narrow our audience, we’re effectively choosing the overlapping portion of the Venn diagram of the two groups as the image above shows.

So for our campaigns, we’ll choose to narrow the audience and layer in the income levels.

Facebook advertising for small business detailed targeting options based on financial income

Our targeting section now looks like this with the two segments being in separate boxes. This shows that users have to fit any single criteria from the first box AND any single criteria from the second box to be included in our target audience. By adding the income segment in the second box, we’ve narrowed our target audience by quite a bit.

When you’re setting up your target audience and you have layers included like this, make sure you’re keeping the AND and OR targeting logic in mind and not being too narrow or too broad simply by not paying attention to the boxes.

4. Make sure your geotargeting is on point

There’s no prescribed target geography for a small business. Some SMBs are purely local and serve only their immediate community. Others are nationwide with wide appeal, and other might serve a very niche community worldwide.

No matter which category your business falls into, be sure you’re leveraging the proper geotargeting to reach your audience. All geotargeting settings for Facebook live at the ad set level.

Facebook advertising geotargeting options

The first thing to check is that you’re targeting people who are in a location with the right intent. This setting defaults to People living in or recently in this location, which is likely fine for most advertisers, but if you have more restrictions, you might want to adjust.

Let’s say you’re that local furniture store and you don’t ship outside of your immediate community. It might make sense to adjust to target only users living in this location, as you’ll be removing people who are either traveling in or were recently in that location. Either of these parties could easily be halfway across the globe by next week, and that would be a waste of your precious ad spend.

Facebook advertising geotargeting location view

Once you’ve chosen that setting, the rest is fairly straightforward. Simply choose “Include” or “Exclude” from the dropdown, then start typing the location you want in the box to find the location you need. We’re able to target the following types of locations on Facebook:

  • Countries
  • States/Regions
  • DMAs
  • Congressional Districts
  • Cities
  • Postal/Zip Codes
  • Addresses
Facebook advertising geotargeting location view based on zip code

Lastly, you can also choose the “Drop Pin” option in the lower right, and Facebook will give you a cursor to literally drop a pin wherever you like on the map. You’ll then be able to adjust the range around that pin to the mileage of your choice.

All told, the main goal with geotargeting is to be sure you’re not reaching users who are irrelevant to you because they’re too far away. Make sure you’re only focusing your ad spend in the areas that can reasonably drive potential business your way.

5. Keep retargeting and prospecting separated

This really goes for all businesses, not only SMBs, but I find that many SMB accounts often overlook the differences between retargeting and prospecting.

With retargeting, we’re reaching people who have already engaged with our brand in one way or another. These users could have visited your website, followed you on Facebook, or engaged with a post. They’re familiar with your brand to some extent already.

Prospecting is purely a game to extend reach and find new target customers. It’s the antithesis of retargeting.

When these audience types are combined into a single campaign, it can be harder to determine what is working best and who the more valuable audience is. Now that campaign budget optimization is in place, it’ll also be a bit harder to control the budget allocation between these groups.

I suggest keeping prospecting and retargeting in separate campaigns for easier management and optimization no matter what your objectives are.

6. Monitor your ad frequency

Frequency is the average number of impressions a user in any given audience has seen your ad in a given time frame (this time frame is dynamic based on the date range you’re viewing).

Whether you’re targeting a small, local community or a national niche, it’s important to make sure you’re not oversaturating your audience and bombarding them with your message.

Facebook ad frequency

This will be one of the easiest things to check in on as ad frequency is a column you can add to your campaign manager tab.

As a basic rule of thumb, your frequency should be half the number of days you have selected in your date range, e.g., if you have seven days selected, your frequency should be no more than three and a half days for any given audience.

7. Control your budgets effectively

The last tip I want to give is solely about managing your spend in Facebook Ads. This platform is unlike many others when it comes to budgeting. There are two key things to keep in mind:

Prepare for campaign budget optimization

Starting in February of 2020, all accounts will have all campaigns updated to campaign budget optimization, or CBO. This might not sound like a big deal, but it could be if your account isn’t set up for success.

In a nutshell, what CBO does is moves your budget management from the ad set level to the campaign level. Facebook then divvies up the budget based on which ad set is performing best.

The problem is that the ad set Facebook thinks is performing best isn’t always the same one you think is performing best. There have been many posts written about CBO and I encourage you to do your research on this topic as it will undoubtedly have an effect on your account.

Remember ad scheduling is tied to budgeting

In a previous post, I wrote about how lifetime and daily budgets impact your ad set/campaign settings and how you control when your ads show. Check out this article to learn more and be sure you’re getting the biggest bang for your buck when it comes to ad scheduling and budgeting.

Follow these Facebook advertising tips for small business marketers!

There’s no single, perfect strategy that works for Facebook Ads, but small businesses should take extra consideration when diving into the platform to be sure you’re not overextending yourself too quickly. This is nearly always the source of the “I tried Facebook and it didn’t work” refrain. Here are the fundamental tips to follow to make sure  you’re avoiding that:

  1. Match campaign objectives to your goals
  2. Find your target audience in Audience Insights
  3. Understand targeting layers
  4. Make sure your geotargeting is on point
  5. Keep retargeting and prospecting separated
  6. Monitor your ad frequency
  7. Control your budgets effectively

Hopefully, these tips will give you the confidence to test Facebook in a controlled way—and help make sure you’ll see returns for your efforts!

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The importance of building brand awareness through Amazon advertising

The importance of building brand awareness through Amazon advertising

In the early goings of Amazon’s advertising platform, most advertisers looked to it as another source of ad inventory that should be focused on direct response. This is in large part due to Sponsored Products typically being the first format brands wade into, and that format produced a whopping 13% conversion rate for the median advertiser under Tinuiti (my employer) management in Q4 2019. As such, it’s safe to say that Amazon ads are certainly a strong avenue for driving orders and sales.

However, it’s no longer the case that Amazon advertisers are focused entirely on direct response goals, and marketers should be looking at the brand-building potential across both display and search ads in order to get the most out of the platform.

Amazon DSP advertisers increasingly focused on awareness and consideration

The Amazon Demand-side Platform (DSP) allows marketers to target display inventory both on and off Amazon. Across a sample of dozens of Amazon DSP advertisers, we found that the share of spend allocated to campaigns focused on building awareness and consideration grew from 26% in Q1 2019 to 60% in Q4.

As you can see from the chart above, advertisers began 2019 allocating nearly three quarters of all DSP spend to purchase-focused campaigns, but that share slipped to 40% by the end of the year. This increased willingness to invest in campaigns focused on more upper-funnel goals has enabled marketers to rapidly expand investment in the platform, and in Q4 ad spend grew 44% relative to Q3, the largest quarter-over-quarter growth of the year.

Investing in brand awareness campaigns also has the trickle-down effect of producing more customers that have not purchased from the brand previously or who are infrequent purchasers. Looking at new-to-brand metrics, which identify those customers which have not purchased from a brand on Amazon in the last twelve months, the share of total DSP purchases attributed as new to the brand advertising went from 71% in Q3 to 78% in Q4.

While some of this increase may be tied to seasonal shifts, it certainly makes logical sense that investing in campaigns aimed at building brand awareness would in turn spur on more new customers to purchase from a brand.

Much like any DSP, advertisers have the ability to choose different ad formats and dimensions to create different experiences. While advertisers generally use Dynamic Ecommerce Ads for use in purchase-focused campaigns, static banners give marketers the ability to inject brand and lifestyle images into the creative used for those campaigns that are more focused on building the brand.

Looking outside of the Amazon DSP, advertisers are also finding success in building brand awareness through the Sponsored Brands format.

Sponsored Brands new-to-brand share rises in Q4

New-to-brand metrics are also available for the Amazon Sponsored Brands ad format, which appears at the top of Amazon search results as well as additional placements rolled out in late 2018. Tinuiti advertisers saw the share of total Sponsored Brands conversions attributed as new-to-brand grow from 58% in Q3 to 60% in Q4.

Even more interesting is how new-to-brand share moved during the core weeks of the winter holiday shopping season between Thanksgiving and Christmas Day. During this roughly four-week period, daily new-to-brand conversion share averaged 64%, compared to the 60% figure observed for Q4 overall.

As such, it seems that customers are more willing to purchase from brands they haven’t bought from previously and/or those which they haven’t purchased from in at least a year during the holidays. This is an important consideration to keep in mind when allocating budget and placing bids throughout the crucial holiday shopping season.

As mentioned previously, these ads show at the top of search results as well as some other placements along the right rail, at the bottom of desktop results, and intermittently throughout mobile results. Taking a look at the share of conversions that placements at the top of search results account for, these slots produced 75% of all conversions in Q4 2019. Even more impressive, however, is that they produced 87% of all new-to-brand conversions.

Knowing this, brands looking to reach new customers should pay extra close attention to where their ads are showing on the page and adjust bids to ensure ads are reaching the competitive top of page placements.


What was once an opportunity that most advertisers used primarily for direct response, purchase-focused goals has quickly evolved over the last year. Marketers that are able to take advantage of the brand-building potential of both Amazon search and display formats and bake the expected value of these tactics into budget and bid planning will be able to maximize their output from Amazon advertising. Those that don’t will have a harder time competing moving forward.

Join us for two days packed with expert insights and tactics on all things digital commerce marketing — from Amazon to Google to Instagram and more — at SMX West in San Jose this month. Check out the agenda >>

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

Andy Taylor is director of research at Tinuiti, responsible for analyzing trends across the digital marketing spectrum for best practices and industry commentary. A seasoned marketer with 9-plus years of experience, he speaks frequently at industry conferences and events.

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