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You can generate as many clicks as possible but unless a good
proportion of these convert to sales then much of the benefit of the
clicks has been wasted. You maximise the conversion of a click to a sale
by the correct use of landing pages.
Many of the landing pages for PPC (eg for Google Adwords) that I have seen send the person who clicked on the ad to the home page of the website. Often and especially in the case of a product being offered for sale the home page is just not targeted enough to meet the needs of the searcher and this inevitably results in poor conversion of clicks to sales and thus on the ROI of the campaign.
When a searcher enters a search term into the search box the actual term is a very good indication of what the searcher wants (referred to as MOTIVATION). A very good example would be a searcher entering "Canon Camera ABC234" . If the advertiser sold a range of Canon Cameras it would be quite wrong to send the searcher to a general page about Canon Cameras. It would be important to send the searcher to a page that is undoubtedly about the model "Canon Camera ABC234". In essence the searcher has told you EXACTLY what is wanted. It is then incumbent upon the provider to satisfy this MOTIVATION. A failure to do so will more often than not lead to abandonment of the site clicked through to.
Of course the implication of this approach is that for a successful PPC campaign more than a single landing page is required.
Many of the landing pages for PPC (eg for Google Adwords) that I have seen send the person who clicked on the ad to the home page of the website. Often and especially in the case of a product being offered for sale the home page is just not targeted enough to meet the needs of the searcher and this inevitably results in poor conversion of clicks to sales and thus on the ROI of the campaign.
When a searcher enters a search term into the search box the actual term is a very good indication of what the searcher wants (referred to as MOTIVATION). A very good example would be a searcher entering "Canon Camera ABC234" . If the advertiser sold a range of Canon Cameras it would be quite wrong to send the searcher to a general page about Canon Cameras. It would be important to send the searcher to a page that is undoubtedly about the model "Canon Camera ABC234". In essence the searcher has told you EXACTLY what is wanted. It is then incumbent upon the provider to satisfy this MOTIVATION. A failure to do so will more often than not lead to abandonment of the site clicked through to.
Of course the implication of this approach is that for a successful PPC campaign more than a single landing page is required.
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