Branding Success: How to Use PPC to Amplify Your Brand

Here’s a question for you:

Do you think a brand can influence your behavior outside of purchase preference? Put another way, will seeing the North Face logo make you want to take up hiking in the snow?

A few years ago, researchers at Duke University conducted an experiment with 341 students. Their goal? Studying what makes a brand powerful and how we’re influenced by brands. As part of this study, the students were asked to complete what they were told was a visual acuity test.

During this test, either an Apple logo or IBM logo flashed on the screen for a second, so quickly that the students were unaware they had been exposed to the logo. The participants then completed a task designed to evaluate how creative they were, listing all the uses they could think of for a brick.

Are you surprised that students exposed to the Apple logo came up with not just more uses, but more creative uses? The experiment was also done using the Disney Channel logo and the E! logo – and the students were tested on their degree of honesty and dishonesty. Which logo exposure led to more honesty? If you thought Disney, you’re right.

This is evidence that subliminal brand exposure can cause people to act in specific ways. Branding matters.

For those of us who work in paid search, this whole “branding” thing, with its unintuitive KPIs, can seem nebulous and not something for us to worry about. We PPC-ers have specific goals and KPIs, and it’s easy for us to be seen as only a bottom-funnel channel. But we’re far more powerful than that.

Here’s the truth: Brand advertising via PPC does impact the bottom line.

I’ll share three key ways to build a framework for branding:

1. Make choosing you easier.
2. Show your customers you care.
3. Make it easy to be a loyal customer.

Chances are you’re taking some of these steps already, which is fantastic. This framework can guide you to ensure you’re covering all the steps of the funnel. Let’s break down how PPC can support all three of these key points.

1. Make choosing you easier

Top brands understand their audiences really well. And what’s true of pretty much every audience right now is that we’re all looking for the fast fix. So if a brand can make it easy for us to find what we need, to get something done – that brand is going to win our hearts.

Which is why getting your ad messaging right is critical.

Something I notice repeatedly is that we’re so focused on that next advanced tactic or the newest feature that we neglect the simple basics. And that is how we get cracks in our foundation.

Most accounts I look at perform brilliantly with the complex, but routinely make avoidable errors with the basics.

Ad copy

Ads are one of those places where the cracks aren’t just visible, they’re also costly. Let’s look at a few examples of ads with sitelink extensions.

Example 1: What not to do

What do you think of this ad?

It’s a decent ad. It’s just not great. What’s hurting the ad is that the sitelinks are a broad – even random – mix of different paths and actions a person can take. We have a mix of product, social media, and spokesperson content. This is not likely to make anyone’s life easier.

Even if I had been interested in the makeup, I might be distracted by the opportunity to meet Carrie Underwood, reducing the odds of a conversion. In trying to please too many different audiences, this ad doesn’t do a particularly strong job of pleasing anyone.

Example 2: Sitelinks organized according to stage of interest

Why not organize your sitelinks according to your customer’s stage of interest instead, like Clinique did here? This is brilliant.

Clinique is acknowledging that some shoppers are here just to buy the makeup they always order – so “Shop Makeup” is the first sitelink offered. But other visitors have come to see what’s new, or to do research on the quality of Clinique skincare, and probably everyone is looking for that discount.

Organizing sitelinks by your customer’s stage of interest also boosts brand by showing your customer that you care. We’ll talk more about that piece later.

Example 3: Sitelinks organized according to customer’s need

Here’s something smart: Organizing sitelinks according to what you already know your customers need.

Harley Davidson knows that a potential customer coming to their website wants more than pretty pictures of the bike. They’re ready to schedule a test ride or even estimate payments, so these options are right at the top.

They also understand that Harley Davidson is an aspirational product. I may want to estimate a payment or find information about my local dealer even before I know how to ride a bike. It’s part of the dream of joining the Harley lifestyle. They know this and make their customers’ lives easier by sharing links to learn-to-ride classes.

Example 4: Give them multiple ways to choose you

For brands targeting by geography and who have a local presence, including call extensions and location extensions is a must.

As searches move from desktop to mobile, we know that local searches take the lead – and conversions on a local search happen within five hours of the search (source: Microsoft Internal research). Including call and location extensions helps shorten that conversion cycle.

What I especially love about this ad is that they give you two different buying options. You can visit the store at the physical address, or if that is deemed out-of-the-way by the searcher, the ad entices them to shop Sephora with a discount code for an online purchase. This increases the odds that the shopper will choose Sephora as opposed to visiting a more conveniently located competitor.

Indirect brand terms

When people are looking for your service but not necessarily your brand, you can still make their lives easier by sharing answers to questions they may have.

Of course, you’re already showing up for branded searches or searches directly asking for your product. But what about being helpful to your customers by answering their questions with helpful information? Bidding on these keywords is good for your brand.

For example, Neutrogena is doing a great job at showing up for longer-tail keywords, and they’re also working to build the association between gentle makeup removers for sensitive skin and their brand.

And here, Crest is doing a fantastic job in using their ad copy to make themselves stand out as experts. If anyone has questions about teeth whitening, they’re showing that they’re ready to answer them:

This also helps you show up for long-tail queries, which are another increasingly critical aspect of voice search.

2. Show your customers you care

If you can anticipate issues and show up when your customers are venting, you win.

Professor Andrew Ehrenberg of South Bank Business School says that people trust strong brands more. They forgive your mistakes more easily. They believe you will put things right.

And what better way to show your customers you care than by anticipating their issues?

Be there when they want to complain

Where’s the first place you go when you want to look something up? Most likely a search engine. Showing up well in the SERPs can make a big difference.

Let’s look at an example. I did a search for complaints related to Disney, a brand with a strong positive sentiment.

Surprisingly, the SERPs were filled with complaint sites. What could have helped Disney here would be if they ran ads on these keywords, with the message that they were keen to make things right, and here’s the best number to call and chat.

Wouldn’t that diffuse the situation? Best of all, keywords like this would be very low-cost to bid on.

What about showing up when potential customers are complaining about the competition? You could consider running ads for keywords related to complaints about your competition.

I’d advise you to be careful with this approach since you want to come across as being helpful, not gloating. This strategy also may not lead to very many conversions – since the searcher is looking to complain and not to find alternative businesses – but given the low cost, it may be worth testing.

Cross-channel wins

As PPCs, we’re more powerful than even we give ourselves credit for. Our work can greatly help the PR and SEO teams. Here’s how.

PR:

As noted earlier, the search engine is the first place we go when we want to look up something.

This is so very impactful that, as reported in the New York Times, Microsoft scientists were able to analyze large samples of search engine queries that could in some cases identify Internet users who were suffering from pancreatic cancer, even before they have received a diagnosis of the disease.

This all goes to show the power of search. We can also harness that power for reputation management.

Broad-match bidding can help PR with brand protection. Looking through broad-match search term reports, a.k.a search query reports (SQRs), can help to spot trends like recalls or a rise in negative sentiment.

PPCs can send the PR folks a branded SQR on a regular basis for them to scrub through to spot any concerning trends. This can help PPC stand out as a channel that protects and monitors brand sentiment.

SEO:

Content marketing is a key way for brands to build loyalty, and PPC is an excellent way to get the content to the audience. Serving ads on key terms that support the content you have allows you to give your audience the info they really want.

For example, if your SEO teams built a mortgage calculator as value-add content, then you could serve ads for queries such as “How much house can I afford?”:

Taking this concept a step further, you can use high-value content to show up with ads that match the research stage of the customer’s interest. As PPCs, we’re often keen to simply show an ad that gets people to convert. But what if they’re not ready? Why should we either ignore them or show up with something that doesn’t match their goal?

Take a look at these ads that show up for a research-stage query:

The first ad from Sears – while very compelling – seems mismatched to the search query.

Now look at the third ad in the list, offering 50 kitchen idea photos. This is a much better match to the query. If it were me searching, this is the ad I would have chosen to click on.

What happens to the conversion?

Well, the landing page of the “50 ideas” ad could feature some type of offer, say like what the Sears ad has to offer, and here it would be much more welcome. In this way, we could use higher-funnel ads as lead gen, with KPIs such as content impressions, lead form fills, and micro-conversions.

This is such a win-win-win strategy:

• You’ve shown your customers you care for them and will be there for them
• You’ve helped your colleagues get more exposure for their hard work
• You’ve earned yourself cost-effective new leads and conversions.

Boss move.

Want more ideas? Wil Reynolds has some fantastic tips on how SEOs can use PPC to hit their goals.

3. Make it easy to be a loyal customer

Growing customer lifetime value is one of the most worthwhile things a brand can do. There are two clever ways to do this.

Smarter remarketing

You liked us enough to buy once – how would you like to buy again? Show your customers more of what they like over time and they’ll be more attuned to choosing your brand, provided you’ve served them well.

What about remarketing based on how long it’s been since the purchase of a product?

This tactic can be seen as helpful as opposed to overtly sales-y, building brand loyalty. Think of how Amazon does it with their emails suggesting other products or deals we may be interested in. As a result, we just keep going back to Amazon. Even if they don’t have the lowest price.

For example, what if a sports nutrition company knew that most customers took three months to finish their box of protein shake powder? Then around the middle of month two, the company could run an ad like this to their list of buyers. It features an offer and shows up just at the right time.

The customer will probably think they’ve lucked out to find a special offer just at the right time. We know that it’s not luck, it’s just smarter remarketing.

Want more ideas? Check out Sam Noble’s Whiteboard Friday on how paid media can help drive loyalty and advocacy.

Show up for the competition

Remember when the iPhone 6s launched? Samsung ran very clever PPC ads during the launch of the iPhone 6s, and again when Apple was in the news about the phones bending.

Samsung used humor – which, importantly, wasn’t mean-spirited – and got a lot of attention and goodwill, not to mention a ton of PR and social media attention. Great for their brand at the time!

You can use the same tactic to run ads on competitors’ brand names with ads that showcase your USP. This works especially well for remarketing in paid search (or RLSA) campaigns.

Here, Chevy capitalized on the Tesla Model 3 announcement-related search volume spike. They ran ads that reminded users that their cars were available in late 2016, with the unstated message that it’s much sooner than when the Tesla Model 3 cars are expected to arrive.

Give back

Engaging with the customer is the best way to make it easy for them to be loyal to your brand. Enhance that by showing them you care about what they care about for added impact.

Here’s one way to give back to your customer, and this particular effort is also a huge branding opportunity.

I love how L’Oréal is associating themselves with empowering women – and most of their customers will like this as well. They’re giving back to their customers by honoring the women they care about. To create loyal customers, the best brands give back in meaningful ways.

Wrapping up

One of my favorite Seth Godin quotes is, “Marketing is no longer about the stuff that you make, but about the stories that you tell.”

PPC is a wonderful channel to shape and create stories that will engage and delight your customers.

And now we come full circle, to that place where we started, wondering how in the world PPC can impact brand. Your paid search campaigns are a chapter in your brand’s story, and you have an unlimited number of ways to write that chapter, and to contribute to the brand.

Branding isn’t just for the birds. Have you found a way to use PPC to help grow your brand? I’d love to hear your ideas in the comments below.

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Secret Strategy Ingredients to a Successful Branding

Do you need your business to thrive? Then apart from a great product, harness the power of branding. Branding is not just for the big companies with bigger budgets. You want to thrive amongst cut throat competition, right? Then even the small businesses need to embrace branding.

Common Ingredients of Successful Brands

Before you know the secret strategies to successful branding, let us talk about the common features of branding first. Check if you have these ingredients incorporated into your existing branding strategy. 

Know Your Audience

This ingredient is true regardless of your business or profession. Once you know your audience it can help you set the tone for all your communication to that audience. Get your audience to relate to your content and your message. Then the creation of this organic connection is valuable for your business and services.

Unique Selling Proposition

Every successful brand has something unique about them that makes them stick out of the crowd. Think what helps people differentiate between McDonald's or Wendy’s. They both sell burgers and fries, right? But they both have their unique selling propositions.

Passion for Product/Service

Think about Apple when it had Steve Jobs calling the shots? His passion for technology permeated through his products. After his passing, Apple may have lost its simplicity.

Consistency in Product/Service

When a business or a service is consistent, customers appreciate that. It gets the business repeat sales and loyal customers. This is enviable, considering the volume of competition most businesses face now is high.

Secret Ingredients to a Successful Branding

You want your business to stick out of the crowd and not forgotten. You need smarter strategies to make your branding successful. Here are some not-so-talked-about ingredients to successful branding:

Create the Need like Apple, Airbnb

Ever wondered why Apple products were so successful? You cannot deny how the iPod or the iPhones were so ahead of their time. The iPhone practically paved the way for smartphones. Apple’s advertising slogan “Think Different” in 1997 made a big impact. A product was here that people didn't even think they needed. 

What is common between Apple and Airbnb? They both created a need for its consumers. The 2016 Olympics in Rio was a testament to the revolutionary idea of renting homes. Airbnb paved the way for alternate accommodations for travelers on a budget. So, what can you do to position your product or service to your target audience?

Quality Over Quantity like Pixar

Some of the best-animated movies are by Pixar Computer Animation Company. When you know the movie has a Pixar banner, you can almost guarantee it will worth your time and money. Why? Because they put quality over quantity in their product. Pixar is known to put in at least 5 years into each movie. Now that is a rung higher than passion. It is a commitment to excellence. So, what is your brand known for? 

  

Cover Everything like GE

A successful branding strategy is more than just a cool logo or a tagline. The best kind of branding ensures that the brand has value, economic value! Brands get more business because of their intangible value. For instance, Apple is valued at $98.3 billion. So, if you want to get more value for your brand, consider venturing like GE. They are everywhere: from medical equipment to oil and gas. That way, if one business fails, GE’s strong brand value keeps them standing firm.

Target Specific Demographic like BMW

We discussed how important knowing your target audience was. Now the secret to successful branding knows how to use that information. Then position your product or service to that audience. BMW does that brilliantly. It designs its cars with robust interiors and exteriors. It matches to their target audience who is high income, either a bachelor or newlywed, usually a professional or executive.

Positive Spin to Bad PR like Chipotle

When there is a scandal or a conflict to your brand, don't get under the pressure. Get over it gracefully as Chipotle did. There was a scandal about e-coli spreading through Chipotle products. But the brand has decided to push back with positive brand messages. They are all about food safety standards, using high-quality ingredients, etc. It is a great reminder of everything that the brand stands for in the first place. 

Find Your Digital Voice like GE

Who would've thought an industrial company that covers everything from aircraft engines, power generation and oil and gas production equipment to medical imaging, financing and industrial products is the best social media brand today? The way they convey what they do through their visual imagery is fantastic. Their content gets people interested in what they do. General Electric (GE) creates that curiosity about science and technology through social media. Do your marketing efforts help increase your brand value this way? 

Bonus infographic:

The Power of Branding

Infographic Source: Missdetails / Featured image: shutterstock.

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4 Ways Storytelling Can Make Your Personal Brand Pop

No. 1: You and your story need to be authentic.

Southwest Airlines, one of the most popular airlines in the country, started on the back of a napkin. Herb Kelleher, the former CEO, famously scribbled the business model on a cocktail napkin, and eventually the airline transcended startup status to become a massive corporation.

There were many reasons for the company’s success throughout the years, but one important factor was the use of storytelling to elevate the personal brand behind it. The anecdote about Southwest Airlines’ genesis is one that proves that the biggest ideas can start in the smallest, most unlikely places—and Kelleher’s personal brand made a huge impact on the company.

Storytelling isn’t the cornerstone of leadership, but it often enables leaders to connect with an audience in ways normal forms of communication fall short. CEOs like Kelleher, Richard Branson of Virgin Airlines and Steve Jobs of Apple are known for the ease with which they tell stories (or convert message opportunities into memorable interviews and teachable moments).

Personal brands can use stories to distill potentially complex issues down to digestible, relatable ways to draw a connection with the audience. Associating a name or product with positive, familiar imagery is just the type of strategy that helps it connect on a broader level. Leaders who use their own stories to build their personal following can have the same effect.

Make sure your story sticks.

Communication—from staff meetings to public speaking platforms—is all about the art of getting your message across. The best storytelling transcends previously built barriers and connects with the audience on multiple levels. When used effectively, it will become a major asset to your personal brand.

Harnessing the magic of a well-told story is a tough line to toe. Use these four tactics to ensure storytelling is something your brand can use to its advantage:

1. Make sure you and the story are authentic.

Whether you’re the protagonist, antagonist or just a supporting player, you should always be a storyteller. Never make yourself the whole story. The storyline and message must always be clear and delivered earnestly with no gratuitous commercialization or unnecessary distractions.

For example, Kelleher has an unusual personality, but that was never the center of his brand. The message was how he defined the business’s safety culture and encouraged a positive work environment.

He concentrated on the people who worked for him, the ability they possessed to do their jobs and how supportive he was of their decisions. This message, one of a considerate, caring work environment, is one Kelleher and Southwest can call back to in order to continue positioning the airline as one that takes the needs of its employees and customers to heart.

2. Riveting, invigorating messages are key.

Whether you like to use humor, irony, empirical evidence or any other technique to color your message, make sure it connects with your intended target audience. Branson, for example, used playfulness and good humor when presenting Virgin’s projects. He preferred a “cheeky” approach, one that not only distinguished him from his competition, but also trickled down into the public perception of his brands.

If a leader’s personal brand is built around interesting, entrancing backstories and messages, the public will have an easier time connecting with him and his professional brand.

Converting a regular message into a captivating one means engaging the audience from start to finish. Have the message come alive through your story, and enable the audience to feel as if they are a part of it.

3. Stay focused on the storyline.

Short is better than long, simple is better than complicated and less is always more. It’s been said a million times and the same holds true with stories. Don’t wander in the story and don’t add irrelevant details.

Remember why you’re telling the story in the first place. Richard Branson’s consistent use of his unique personality was one of the keys to the strong performance of his brand. In every way, his company demonstrates the same good humor that he possesses—a trait customers associate not only with Branson, but also with Virgin.

4. Be memorable without all the gimmicks.

Metaphors are great, but don’t simply offer them up for the sake of symbolism. Comparisons are delightful when they are relevant and plausible, but they should always improve the message, not distract from it.

There’s a reason Steve Jobs’ Stanford commencement speech is still referenced more than a decade after its deliverance. He understood that an authentic personal brand stems from what makes someone unique, using the metaphor of a person’s inner voice to represent that.

He encouraged students to pursue whatever it is that makes them stand out and build their success upon it. Brand building works similarly. Using a unique story or connection to evoke a positive feeling in your audience can keep your brand top of mind.

Kelleher, Branson and Jobs all delighted audiences with storytelling and were memorable because of their uniqueness, their personal brands. In each case, the result was a successful company with a strong relationship to its customers.

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