Search
Clear search
Close search
Google apps
Main menu

Drive Offline Sales with Online Ads: Google Best Practices

Optimizing for Omni-Channel Performance

Now that you’ve started to measure and understand how your online ads are driving incremental offline value, it’s important to start taking action with this data. Use this additional info you’ve got at your disposal to optimize your campaigns for the best return to the business as a whole — both online and offline.

This video references the previous version of AdWords. Learn how to check which version you're using.

How to Optimize Your Ads for In-Store Sales

In this video, we'll cover how to optimize your campaigns for maximum return from both online and offline conversions. We'll show you how to use campaign performance data to fine tune how you invest online so that you can maximize total conversions everywhere, instead of just online conversions.

Optimize your campaigns for maximum return from both online and offline conversions.

 
What you can do... by...
Update your metrics

Including offline conversions when calculating the KPIs for your campaigns.
 

Example

Average online CPA: $500 AdWords spend / 10 online orders = $50
Additional offline conversions counted: 10 orders
Average order value: $100
Effective CPA: $25
Effective ROAS: 400%

Optimize your bids

Increasing bids on keywords and product groups based on the additional value from offline sales.

Example

Target ROAS: 200%
Effective ROAS (with offline orders): 400%
Bid adjustment while reaching target ROAS: +100% (or, if you’re averaging a $25 CPA, you can afford to bid up to a $50 CPA).

 

Then segment further and see if you can find differences in value:

  • Increase bid adjustments for your location extension targets if your physical locations are driving more profit and volume
  • Take a look at the distance report for your location extensions to help determine these bid adjustments based on performance by distance.
  • Increase your mobile bid adjustments if mobile is driving profitable offline sales and your mobile impression share is low
  • Subdivide product groups by attributes that create meaningful differences in value
Optimize your daily campaign budgets Identifying any campaigns assisting with offline conversions that are losing impression share. Increase their daily budget limits to avoid missing out on more traffic opportunity.

 

Tip
You can also increase your bids for keywords or product groups in these campaigns to improve your impression share.

 

Test creative

Optimizing your ad copy to drive engagement with your business locations. Highlight special offers and local information that can draw users to visit your store.

Mobile ad copy
Optimize your landing pages

Displaying a prominent link to your Store Locator Page on your mobile website and featuring products that are more likely to drive in-store visits and sales.

Tip

Clicks through to the store locator page can be interpreted as interest in visiting one of your business locations. Factor these into your offline return estimates.

 


Home page for Acme-cars.com

 

Ask about marketing budgets Partnering with relevant stakeholders to start a discussion about omni-channel budgets. If your online ads are driving offline sales, work with relevant teams to determine how best to allocate budget across channels.

 

 
 

CONCLUSION

In the blink of an eye (or with the tap of a finger), a user on her smartphone can become a customer at the cash register. That’s why it’s more important than ever to connect with shoppers on-the-go in their moment of greatest purchase intent.

In this paper, we’ve covered how you can manage AdWords to best reach these shoppers — making it easier for them to visit and transact at one of your business locations.

But there are broad organizational questions that also need to be considered:

  • Is online being credited appropriately for offline transactions?
  • Can you make the case for more budgets should you identify more profitable offline opportunities?
  • What’s the media mix that will drive the most value for the business as a whole - ultimately providing the best customer experience (online and off)?

These are very complex questions that cannot be answered by any single channel — let alone any individual marketer. But you’ve got one thing on your side, and that’s the data from the campaigns you’ve run. Sharing the insights that you’ve gleaned can at the very least start some intriguing conversations across your organization.

Today, your consumer sees no boundaries — online, on device, out of home, and in-store are on a level playing field — so your marketing needs to be just as open.

 

Sign up for the Best Practices newsletter to get advanced AdWords tips and updates right to your inbox.
Was this article helpful?
How can we improve it?
AdWords Best Practices Right In Your Inbox

Google's Best Practices Team presents snackable emails that you can easily digest in 5 minutes or less. Get AdWords official paid search marketing tips, checklists, and videos right in your inbox.

SIGN UP NOW