Use Google Analytics To Create Campaigns, Not Just Track Them

We all know that analytics are good for understanding how a visitor behaved on your website — what pages they looked at, what buttons they clicked or what keywords they used to find you. You can also use analytics to track campaigns like email blasts and paid advertising.  That’s pretty basic stuff.

What many beginning marketers and small business owners don’t know is that you can use analytics data to create an online marketing campaign.

Analytics can answer some of the key questions you might ask when you want to create a campaign: Who are you targeting? Where do they live? When should you start your campaign?

You can even pinpoint what content will resonate with your audience and combine that with the who, when and where. Using data to craft campaigns means you’re not just guessing — and guessing is gambling. I’m not saying there’s no place in marketing for the gamble; but sometimes, we need the safe campaign success to build us up to the point where we can take that gamble.

Collecting The Data

As we figure out what data to collect, I like to build a document that will start to take shape as an outline for an ad campaign. I set a time period that seems representative of the season I want to target. If I’m targeting Spring Break Travelers to Florida, I look at data from that same time period over the last two to three years.
My major sections are:

• Timing Target: What time of year are you looking to book, sell, etc.? (If there is no timing target, just leave this alone.)
• Top Converting Traffic Sources: Look at the All Traffic report under the Acquisition tab in Google Analytics.
• Best Converting Landing Page: Look at the Landing Pages report under Behavior –> Site Content and view it with Ecommerce info sorted by transactions descending.
• Highest Visit Count Landing Page: Look at same report as above, but sorted by Visits descending.
• Top 3 Keywords Driving Conversions: This is trickier because we live in “Not Provided” land. You will need to use PPC or Webmaster Tools Search Query data to help you get an idea of keyword phrases that convert.
• Top 3 Converting States/Cities/Metros: Under Audience –> Geo –> Locations, look at cities or states and Ecommerce, then sort by transactions descending.
• Male/Female Conversion Ratio: Under Audience, look at Demographics and then Gender. Apply the Ecommerce info and sort by transactions descending to see who converts more.
• Top Converting Age Group Demographic: Under Audience, look at Demographics and then Age. Again, apply the Ecommerce info and sort by transactions descending.
• Purchase/Booking Window: This is somewhat difficult to gauge in Google Analytics. I recommend looking at Time to Purchase under Conversions –> Ecommerce. The tricky piece is attribution — if you are looking at “Last Click Attribution,” which is the default and where many beginners or small business owners start — then a majority of your conversions will be on Day 0. The reality is that, for a novice or beginner with analytics, this number is likely something you know from dealing with customers and sales or from an internal reservation or sales software you use.

I then take this data and build a campaign. I start with source. A campaign that focuses on Search Engines as a source begins with a different strategy than a campaign that focuses on social media or email marketing.
Once I’ve determined source, I look for content. I look at landing pages, keywords, and demographics to flesh out the best targeted content for my campaign. My last step is to determine how far ahead of time I need to promote this campaign (if at all). If you’re targeting a holiday or a specific season and your purchase or booking window is long (say 30+ days), then you need to plan your campaign timing accordingly.

Let’s build a campaign with example data now:

Metric	Target
Timing Target	Spring Break – Feb 20 to March 31
Top Converting Traffic Source(s)	Email Marketing
Best Converting Landing Page	/rental/blue-swayed-shoes/
Highest Visit Volume Landing Page	/rental/
Top 3 Keywords Driving Conversions	key west vacation rentals, vacation rentals in key west, key west rentals
Top 2 Converting States/Cities/Metros	New York, Ohio, Pennsylvania
Male/Female Conversion Ratio	7:10
Top Converting Age Group	35-44
Purchase/Booking Window	35-45 Days

Now, I’m ready to build my campaign and most of my questions are answered — all using analytics. I can build an email blast with information that caters to women who like a 3-bedroom rental in Key West. Likely, they have a family and are looking to ship about 45 days or so from arrival. Knowing my purchase windows tells me when to start my campaign. This one in particular should be online by January 20 at the latest and run until early to mid-March.

If the best converting rental is already booked, my job is to find rentals nearby that have a similar size, look, feel, location and cost. This allows me to book similar units with a fairly targeted strategy. If you use a CMS software or collect customer demographics, you can segment your email list by age, gender and location. We use PARDOT, but there are others out there that will do a great job, as well.

Now, you have a model and a direction in which to go to start building your first online marketing campaign that originates outside of the “create an email blast for everyone” or “put up some PPC ads.” Your campaign could target Social Media, or even a specific platform such as Pinterest. Successful campaigns are built on what you know about your audience and how you can craft your “story” to hit home with them. Using Analytics to collect this data should get you started in the right direction.

LinkedIn Paid Ads: A Beginner’s Guide

Why LinkedIn Gets Overlooked

There are lots of ways to spend your digital advertising budget today; but, have you considered LinkedIn? Advertising on LinkedIn is a great choice for many businesses. Below, we’ll explore why you should consider it and provide a walk-through of how to create your first LinkedIn ad campaign.

Have you run a campaign on LinkedIn? If not, you are hardly alone. LinkedIn’s self-service ad platform often gets overlooked by today’s marketers and media planners. This could be due to a number of misconceptions or challenges such as:

• LinkedIn is not a typical social network; but, it isn’t a true content platform, either.
• LinkedIn is focused on business connections; so, marketers tend to think of it as B2B only.
• LinkedIn has a much, much smaller audience than Google or Facebook.
• LinkedIn lacks the integration of professional bid management platforms.

Understanding The Value For Marketers

Personally, I think of LinkedIn as a highly-targeted communications channel that offers marketers great opportunity. For starters, it has considerable reach — +259 million members worldwide, with an estimated 100 million in the US.

And, while some might dismiss its “smaller” audience, LinkedIn can actually help you achieve a very precise reach. This is largely due to two factors:

1. LinkedIn provides great targeting options, including the ability to target by job title, employer, role, skills, and interests;
2. LinkedIn profiles contain more detailed and up-to-date “professional” information compared to what people list on their personal profiles on Facebook, etc.

Beyond that, LinkedIn now provides additional value through content with its “Influencers” and “Pulse” efforts. Between both of these initiatives and the value of updates and shared stories, LinkedIn has evolved into more of a content platform that is providing a professional and exciting news feed.

In addition, LinkedIn’s self-service advertising platform has a similar feel to those offered by Google and Facebook. For example, it allows you to design different types of ads, create logical groupings, define bids for specific campaigns, and measure performance with metrics such as impressions, clicks and conversions (if tagged/collected).

Is LinkedIn Right For You?

Now that you know why you should consider LinkedIn for advertising, it’s time to figure out if the platform would be a good fit for your needs. Whenever I look at a campaign, I ask myself a few key questions (see below). If I can answer “yes” to any of them, I know that LinkedIn ads are the right choice for the job:

1. Do I know the job titles of my target audience?
Since LinkedIn offers targeting by job title, it can help you pinpoint your audience. For example, if you are running the marketing department for a law school that helps legal assistants become attorneys, this targeting option would enable you to focus your efforts on the individuals who have “legal assistant” as their job title. As you can see below, there are over 100,000 of them on LinkedIn.

2. Do I know where my target audience works?
This targeting method could be used for a number of different purposes. Organizations could tap into it for recruiting by using it to target competitors’ employees. It could also be used for a targeted sales approach as it can get your brand in front of the right people at a company you are trying to sell to. In addition, this targeting option could be a great job search tool — individuals could use it to get their name in front of decisions makers at a firm they want to work for.

3. Does my target audience have unique skills/interests?
The ability to target by skills and/or interest is great for all kinds of professional businesses. For example, a vendor of analytics software could use it to target individuals who have competitive software or specific analytics languages listed in the skills section of their LinkedIn profile.

4. Do I know the type of role my target audience holds at a company, or their level of seniority?
This might sound like a stereotype, but targeting by role can be very useful, as it allows you to gauge a person’s influence level and salary.

How To Create A LinkedIn Ad Campaign

Now that you have some ideas on how to target individuals on LinkedIn, let’s do a quick walk-through on how to create an ad campaign.

Getting Started:
To create a campaign, you’ll first need the following:

• A LinkedIn account
• Basic understanding of your audience
• Ad copy
• Video (optional)

Now go to the LinkedIn Ads login page and click on “Get started.”  This will present you with two types of campaign options: (1) Create an ad; (2) Sponsor an update.

While this article is about creating an ad in LinkedIn, let me take a moment to tell you about sponsored updates (after all, they are ads, too, just a different type).
Sponsored updates are a great way to get your message directly onto a user’s home feed. The offering is comparable to sponsored content on Facebook, and it is a good tool to use to amplify your content. For example, if you have a great story, interview or other piece of content, you can post it through your company’s LinkedIn account and then make it a sponsored update. (Learn more about sponsored updates here.)
Okay, let’s get back on track. Click on “Create an ad.”

Step 1: Create Your Ad

You should now be looking at the following screen:

This is where you create your ad. To do so, you’ll need to fill in a few fields:

• Campaign Name: Create a name for your campaign. I recommend following any naming conventions you use on other platforms.
• Ad Language: Select the language for your ad.
• Media Type:  Select either a basic advertisement that follows the traditional format, or a video ad that includes a play button on the image.

• Ad Destination:  This will allow you to link your ad to either a LinkedIn profile page or an external URL. If you are driving traffic to your website, I highly recommend that you tag your URLs so that you can measure the engagement and quality of traffic in your analytics platform. If you are not familiar with the tagging of URLs, there are numerous URL tagging tools (like this one).
• Ad Design:  Create your headline and description. Note that LinkedIn is a bit limited in this regard. The headline has a 25-character limit, and the description cannot exceed 75 characters (2 lines). You can also add your imagery here. Note that as you edit your ads, a thumbnail preview appears on the right side. The preview also allows you to toggle the ad size. Make sure you carefully inspect the ad preview to ensure that the image you used is visible and eye-catching.
• Ad Variations:  LinkedIn allows you to create multiple variations of ads. For each ad, you can choose either an external URL or a page on LinkedIn. Note that the choice of location does not affect the price — it costs just as much to send traffic to external pages as it does to send it to internal pages. Also, keep in mind that LinkedIn advertising is push advertising, not pull. That means that your audience is not actively looking for your product or service, so you have to work harder to make sure your ad stands out and captures the user’s attention. For example, I have seen question-style headlines get better engagement than statement headlines.

Sample Ad

Step 2: Targeting

Once you’ve completed your ad, it’s time to focus on targeting. This is where you can really start to leverage the power of LinkedIn.

While some of the targeting options on this platform are very similar to Facebook and Twitter (target by age, friends, company, etc.), LinkedIn allows you to go to the next level. As mentioned earlier, you can target people by job title, employer, industry, and even skills/ interests.
Below is the audience screen that allows you to precisely target and evaluate your target audience:

This screen has a lot of depth and advanced options that will allow you to target your audience precisely. Note that as you pick options, the preview screen on the right shows you your possible reach. Be sure you understand audience size, as it is different from possible impressions or metrics used by other networks.

On LinkedIn, audience size is the number of profiles matching the criteria you have. So, while you might have 2 million registered Math Professors, they might only log in once a month vs. a marketing or IT person who logs in daily.

For example, as I define the location for our sample campaign (United States) and the skills (Tableau, Spotfire, or Data Visualization), LinkedIn tells me that I have 28,793 possible users to show my ad to.

If you feel that your audience size is getting too small, pay attention to LinkedIn’s suggested options. This feature is very similar to Google’s keyword recommendations. For example, when I add Tableau and Spotfire as skills, LinkedIn suggests that I might want to include the following:

When I add Google Analytics to the list of skills in my ad and then choose a non-teenage segment, I get the following audience size, which seems like a great match for my awareness goal:

Keep in mind that the more granular you go with your audience design, the better your ROI will be. For instance, I could create one campaign for Tableau and one for Spotfire, with custom ad copy for each. This approach would deliver a much higher CTR and much more targeted information.

Also, adding the LinkedIn Audience network can expand your reach (it is similar to Google’s Display Network), though I’m not including it in our example.

I also wanted to mention another valuable aspect of a LinkedIn campaign — the ability to turn on “Lead Collection.” This feature allows users who engaged with your ad to send you their contact info and ask to be contacted. It is very similar to a contact form approach, but due to its tight integration with the platform, it’s effortless for the user and has a more secure feel to it.

Step 3: Budgeting

Last but not least, it’s time to turn our attention to costs. LinkedIn offers two basic pricing models: CPC (cost-per-click) and CPM (cost per 1,000 impressions). The cost-per-click model has a minimum CPC of $2 — which definitely makes it a higher cost network than Google or Facebook. LinkedIn also offers a suggested bid range to reach the top position.

Personally, I have found that LinkedIn ads are more successful when used for narrow reach efforts. For instance, I tend to use it to reach a very specific segment. Often, I have 20 campaigns running, each with an audience of 5,000. This way, I can have a highly-targeted audience see a highly-targeted ad, and then land on a highly-targeted landing page. Using this approach, I have seen CPC deliver a much better ROI, especially since I have found that click-through rates on LinkedIn tend to be much lower than on other sites.
Going by my sample campaign below, I think an average CPC of $2 would be too high, as it is purely an awareness goal. However, if I was operating Marketing Land, that price might make sense. I imagine the return visit rate and linked conference and advertising earnings would be fairly high. Therefore, acquiring a new user at a cost of $2 might be good ROI.

In terms of budget, LinkedIn has a minimum daily budget of $10. In order to successfully evaluate ad variations, I recommend having at least enough budget for 100 clicks a day. Again, LinkedIn should be about connecting with a very specific audience, so every click should be worth it.

Step 4: Submit Your Ad

The final step in the process is to submit your ad by simply clicking on “Launch Campaign.” Note that LinkedIn reviews almost all ads manually, so your campaign won’t be online until it goes through a quick review process.

Again, when it comes to spending your digital advertising dollars, you have lots of options. Hopefully, this brief article has given you some ideas on how you might leverage LinkedIn’s advertising platform for your next campaign.

How To Be The #1 Trending Hashtag On Twitter: Lessons From Nat Geo’s #KillingKennedy Campaign

The National Geographic Channel regularly uses both organic and paid campaigns to engage audiences on Twitter. For its film, Killing Kennedy, timed to premier the week before the 50th anniversary of the assassination of JFK, Nat Geo wanted to make a big impact on Twitter to build excitement and drive viewership.

Armed with Twitter-savvy celebrities and a wealth of visual assets, the team employed Twitter TV ad targeting for the first time to reach beyond its follower base of just over 520 thousand followers.
Nat Geo and its agency Mediahub/Mullen encouraged the cast — including stars Rob Lowe and Ginnifer Goodwin, both of whom were already active on Twitter — to tweet about the film during production. Nat Geo also used engaging graphics pulled from their website kennedyandoswald.com to tease the film.

The campaign was highly successful. During the November 10 premier, the hashtag #KillingKennedy was the number one trending topic on Twitter in the U.S. Nat Geo’s website experienced record traffic, and the film set a new ratings record for the network with 3.4 million viewers. These were no small feats for a small network up against big name shows during its timeslot, as noted in a tweet from Rob Lowe.

According to Twitter’s campaign wrap-up, Nat Geo saw average engagement rates of 10 percent on Promoted Tweets, which was 110 percent higher than the network’s historical average. TV ad targeting also proved to be highly efficient; costs fell 82 percent.

I spoke with Katy Anadale, Director, Digital Marketing for the National Geographic Channel by phone about the planning and execution of their first campaign using Twitter TV ad targeting.

Asked if the team set any specific goals for the campaign, Anandale says they didn’t peg goals for metrics such as number of tweets, retweets and comments, so much as they wanted to surpass what they’d done before. Historical performance was the benchmark.

Planning Ahead
Anadale says the team began planning early for #KillingKennedy. “This was a big priority for us so we started planning for this far in advanced. Putting things on paper was at least six months in advanced. For social we started talking earlier than we normally would in part because we had assets and information already available to us.”

With a typical series premier, Nat Geo starts promotion about three weeks out on air and turns to social within the two-week time frame before the first episode airs. Anandale says for Killing Kennedy, “We tried to be out in front, so we weren’t competing with all the other news about the 50^th anniversary.”  Nat Geo began to tease the premier on social media in June, shortly after Rob Lowe and Ginnifer Goodwin signed on to play JFK and Jaquelyn Kennedy, respectively.

The cast members also tweeted during filming to get fans excited. Nat Geo white listed Rob Lowe and Ginnifer Goodwin’s Twitter accounts to be able to promote their tweets about the film. Some of those celebrity tweets reached engagement rates of 20 percent.


The Power Of Visual Assets

Nat Geo and Mediahub/Mullen began to incorporate visual assets much more heavily with TV ad targeting  n the week leading up to the premier.  Anadale said, “Some of the assets were created specifically for us to use for social, but none were created specifically for the Twitter TV ads campaign.  The only thing we did differently was write specific tweets to try to resonate with viewers of certain shows. But what we learned, is that photos and infographics still did the best.”

For example, during a mob-related TV show, the Nat Geo team used Promoted Tweets about Kenendy’s rumored ties to mob. They found those types of tweets didn’t perform nearly as well as the photos and infographics.

Anadale says, “If you stay true to what works well in Twitter and social, it’s going to work. The Twitter TV ads reinforce what they see on television. If you have that visual reinforcement, the connection is just more immediate. We saw more tweets, retweets when we used visuals. TV viewers saw the emotion we have in our promos and were able to share that on Twitter.”

Media Buying And Social Teams Need To Work Together
Mediahub/Mullen handled the media buying and monitored performance at an aggregate level to provide insights, while the Nat Geo team monitored their feed throughout the day and executed the tweets.

The client and agency both echoed the need to have close collaboration between the social and buying teams to make the most of TV ad targeting on Twitter.

Sarah Stroller, Digital Media Advisor for Mediahub/Mullen, said via email, “From Mediahub’s point of view it was incredibly helpful to work so closely with the client to optimize our campaign and leverage the celebrity tweets. We were on call most of the weekend leading up to the premiere to promote celebrity tweets the minute they were posted to capture the full social potential of the cast. Our efforts paid off as these celebrity tweets resulted in extremely high engagement, adding to the success of the Twitter campaign as a whole.”
“We have a very good relationship with the buying team. You need to stay close and share your plans with them so they understand the whole process and larger picture. It does take some last minute planning,” said Anadale.

Nat Geo has more Twitter TV ad campaigns planned. Anadale says in the future they’ll try to tailor assets to specific shows or network audiences.