This is a guest post from Ashley Aptt, Account Director at 3Q Digital.
With Q4 right around the corner, the big question is, “How can I drive more sales this holiday season?” Everyone wants to increase revenue, plus look for new and efficient ways to do so. Today we’ll focus on how you can leverage AdWords Customer Match and Similar Audiences to meet your holiday goals.
Customer Match is an AdWords advertising tool that utilizes your customer email file. By uploading a file with your customer emails, you can target these users when they’re signed into their Google account.
If your Customer Match audience meets eligibility criteria, Google automatically creates Similar Audiences. Similar Audiences allow you to reach people who share characteristics with the users in your Customer Match file.
Customer Match is currently available for Search, Shopping, YouTube, and Gmail campaigns (not the Google Display Network). Similar Audiences for Customer Match is available for YouTube and Gmail only.
There are several strategies and use cases for Customer Match and Similar Audiences to boost brand awareness and increase revenue. Here are several things you can do to get started.
Create Customer Segments
To maximize the benefits of Customer Match, create customer segments based on user behaviors. Depending on how much information you collect from users when they provide their email address, the segmenting possibilities are endless. A few list segmentation examples include:
- Prospects versus customers
- Customer purchase frequency
- Product or category affinities
Increase Bids for Past Purchasers
Use Customer Match as a remarketing list for search ads (RLSA) audience in search campaigns to adjust bids for users who’ve previously purchased from your site. Experiment with higher bids when your customers perform non-brand or competitor searches to stay top of mind and drive more sales during the holiday season.
Since past purchasers are familiar with your brand, it’s less risky to aggressively bid on non-brand search queries, because these users are more likely to convert compared to users who haven’t previously visited your site.
Target Broad/General Keywords
Explore targeting very broad or general non-brand keywords with your Customer Match list. This can be done with the RLSA Target and bid feature.
For example, a department store could test targeting general keywords such as ‘shoes’. This may be a risky move under normal situations, but using Target and bid limits the reach to people familiar with your brand. This lets you get in front of your customers again (when they may not be thinking of your brand) and potentially drive more revenue.
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Develop New Ad Copy
Use Customer Match to implement unique ad copy that makes use of what you know about the people on your email list via RLSA Target and bid, Gmail Sponsored Promotions, or YouTube. Test different ad copy for frequent purchasers versus customers who haven’t made a purchase in over a year. A steeper promotional discount could entice old customers to come back and make another purchase.
Cross-Sell or Upsell
You can use Customer Match to cross-sell or upsell to existing customers to drive incremental revenue. For example, if a department store has a customer file segmented with a list of people who frequently buy children’s clothing, you can target that list of users with ad copy relevant to holiday gifts specifically for children. This could encourage customers to make another purchase to buy children’s shoes, backpacks, toys, etc.
Expand Acquisition Efforts
Similar Audiences is a great tool to expand your acquisition efforts with Gmail Sponsored Promotions or YouTube. When looking to acquire new customers, Similar Audiences is a great place to start, as it allows you to target users who share similar characteristics and traits with your most loyal customers. Google has a lot of back-end knowledge about users, and leveraging this feature can help advertisers get in front of a new audience and drive more sales.
Customer Match and Similar Audiences present advertisers with many great targeting strategies. Get started on creating and segmenting your customer lists now. Then, build your strategy and get ready to drive more revenue this holiday season!