When it comes to online marketing,
PPC advertising is one of the most powerful tools you can use. Year after year,
it gets easier and easier to reach your target market on Facebook Ads, Google
Ads and like.
Unfortunately, with all of the
features and options we now have available, it can be overwhelming to find the
right way to market your business. Even on a single platform like Google Ads,
you have options for manual ads, automated text ads, click-to-call ads, banner
ads, video ads and much, much more. Then, throw in half-a-dozen or more
additional platforms and it can simply be too much to wrap your head around.
While
the array of marketing opportunities at your disposal may be dizzying, most of
them can be placed in one of two categories: paid search and paid
social. There are a few other options, like display ads, but since paid
search and paid social are the powerhouses of PPC, I’m going to focus on them
here.
When
you look at your PPC advertising options this way, it becomes a lot easier to
identify the strengths and weaknesses of each approach and where they fit into
your marketing strategy. So, in this article, I’m going to compare these two
marketing channels and tell you what you need to know to make better marketing
decisions for your business.
Paid search advertising platforms
show ads in response to search queries. Google Ads is the best-known paid
search platform, but most search engines (Bing, Yahoo, DuckDuckGo, etc.) offer
paid search advertising options. What makes paid search great is the fact that
it is intent-based advertising. People see your ads because they
are actively looking for a solution to a problem. This sort of audience is
usually ready (or almost ready) to make a purchase, which is good news for you
and your business.
In contrast, paid social ads show
up when people are on a social media platform like Facebook, YouTube, Twitter
or even Reddit. Unlike paid search, your audience isn’t actively looking for a
solution to a problem. In fact, they may not even realize that they have a
problem. On the surface, paid social advertising is a lot like many classic
forms of advertising such as radio ads, billboards or TV commercials. Instead
of waiting for customers to come to you, you are highlighting a need and
offering your business as the solution.
The hope is that people will
resonate with your message and decide to buy from you, but that can be a bit of
an uphill battle. Fortunately, unlike radio or TV ads, you can actually track
the performance of your paid social ads. This makes it much easier to determine
how people are responding and adjust your messaging or targeting. If you can
get your paid social campaigns dialed in, you can drive business from a very
large group of people, many of whom may never have bought from you otherwise.
In an ideal world, you’d market
everywhere, on every platform, all of the time. However, for most companies,
that isn’t very practical. Time and financial limitations make it hard to take
advantage of every advertising opportunity. With that in mind, let’s take a look
at these two marketing channels and ask the question: should you focus on paid
search or paid social? The right answer for your business depends on what
you’re trying to market, who you’re trying to market to, and what your
marketing goals are. So, let’s take a look at three different scenarios to help
you decide on the right marketing channel for you.
Fast Results - When you’re starved for sales and need to get leads
in or merchandise out, paid search is hard to beat. Your audience may not be
huge, but you’re targeting a market that is ready to buy, so running paid
search ads is a great way to get at people who already at the bottom of your
marketing funnel. Most of the time, paid search really isn’t a long-term play.
People see your ad and they either click…or they don’t. If they click, they
either convert…or they don’t. Retargeting can help you capture some lost sales,
but most of the time, people who click on your paid search ads are very close
to making a purchase.
The good news is, most paid search
platforms are well-designed to help facilitate rapid decision-making. After
all, that’s the whole point of paid search advertising: to get in front of a
high-intent audience and convince them to convert before that intent fades. In
contrast, because paid social is advertiser-initiated, rather than
user-initiated, the intent is much lower and it can often take longer to see
results. Now, that’s not to say that you can’t get a good return on a paid
social campaign, but it doesn’t always happen right away.
Lower Costs - We all know that you have to spend money to make
money, but some of us have more money to spend than others. If funds are tight,
it’s natural to want to look for the cheaper advertising option. If you look at
things purely in terms of cost-per-click (CPC), paid social is a lot more
accessible than paid search. As a general rule, the lower in the funnel a click
is, the more you can expect to pay for it. And, as we’ve just discussed, clicks
don’t get much lower-funnel than paid search. So, if all you care about is CPC,
paid social is the easy winner.
Awareness - As important as sales and profitability are, there
are only so many people conducting online searches that are relevant to your
business at any given time. To grow beyond that point, you have to start
building awareness. This is where paid social really shines. If you are selling
something that people don’t realize that they need, paid social can be a great
way to build awareness for that need.
Alternatively, if you are trying to
build a loyal following so that people will buy from you when they have a
problem instead of searching online, paid social is a great way to build
awareness for your brand. In either of these cases, you’re trying to target
people further up the funnel than paid search can reach. With paid social ads,
you can tell a product or brand story using imagery, reviews or video content
that gets people excited about your business, products and vision. So, whether
you’re trying to sell something people have never heard of before, want to bulk
out your sales funnel, or simply want to build a loyal following online, when
it comes to building awareness, it’s hard to beat paid social advertising.
So, should you advertise on paid
search or paid social? Obviously, it’s ideal to use both of these marketing
channels, but most businesses find that emphasizing a specific channel works
better for their business. The right channel for your business depends a lot on
the products or services you’re marketing, your business model, and the audience
you’re trying to reach and what your marketing goals are. That’s why it’s so
important to understand how each marketing channel works, its strengths and
weaknesses and what it can do for your business.
At
this point, it should hopefully be obvious what channel you should be
emphasizing in your marketing. You’ll still need to test and figure things out,
of course, but picking the right marketing channel is the first step on the
road to PPC advertising success.
