8 Reasons Why PPC Campaigns Fail

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If you’re reading this blog, chances are you’re a PPC pro – someone who does PPC for a living. At a minimum, you have some kind of interest in PPC: if you’re not doing it for a living, maybe you’re trying to learn, or maybe you do SEO or some other kind of internet marketing and want to understand PPC as part of the marketing mix.

Every PPC professional has had at least one campaign that failed in some way. It didn’t meet the expectations of your client or boss. In the agency world, it’s common nowadays to inherit existing PPC accounts that were poorly managed in one way or another and failed to meet client expectations.

So what are the reasons why PPC campaigns fail? Is it just incompetence on the part of the PPC manager.

Not always.

Sure, there’s some incompetence out there, as there is in any field. We’ve all seen accounts with a single campaign that’s full of broad match keywords driving to the homepage. But that’s not common. Here are some of the common reasons I’ve seen PPC campaigns fail.

Lack of goals.

As the old adage goes, if you fail to plan, you plan to fail. Setting goals is a basic tenet of any marketing plan, and yet it’s common to see advertisers whose stated goal is “we need to get ads on Google.” Sorry, but “getting ads on Google” is not a marketing strategy or goal.

Lack of conversion tracking.

What good is setting a destination if you don’t know when you’ve arrived there? Without proper conversion tracking, you’re flying blind. You’ll never know if you achieved your goal or not. It always surprises me when we see accounts with no conversion tracking whatsoever. It shocks me when clients resist putting tracking codes on their website – and yet it happens more often than I’d like to admit.

Refusing to put conversion tracking on your website is like refusing to use a cash register at your store checkout. Sure, you could just have employees stuff all the cash in a drawer – but at the end of the day, how would you know how many units you sold? How can you tell if employees are skimming from the till? Without a tracking system, you won’t. Same thing goes for PPC.

Poor campaign structure.

I alluded to this earlier – the horror story of a single campaign full of broad match. But PPC campaign structure problems go beyond the obvious. We inherited an account that looked great on the surface: its campaigns were set up by geo location and by brand or non-brand keywords. Problem was, the brand campaigns had non-brand keywords in them, and vice versa.

Campaign structure is only as good as the person managing it. You must follow it.

Poor landing pages.

So many PPC advertisers have great campaigns, with great structure, keywords, and ad copy – and then they fall down on landing pages. Having poor landing pages while spending money on PPC ads is the equivalent of buying a Super Bowl ad for a dirty, disorganized store with mean sales clerks. It doesn’t make sense.

Use landing page best practices to ensure that your online store is clean, well-organized, and ready to convert.

Bad ad copy.

Good campaign structure and landing pages are critical to success, but so is good ad copy. In just a few characters, your ad copy must convey what it is you’re offering, what you want users to do, and why they should do it. It’s a tough challenge, and many advertisers fail.

Ensure your ad copy is as good as it can be by using this cheat sheet.

Campaigns aren’t managed actively, or aren’t managed well.

PPC is not a “set it and forget it” medium. Setting up good campaigns is only the beginning. Successful PPC managers spend most of their time optimizing keywords, ad copy, bids, and many other elements of PPC.

A lot of businesses wrongly assume that a junior-level marketing staffer can manage their PPC campaigns on a part-time basis. Unless that person has PPC experience, this is almost always a failing proposition. Hiring an experienced PPC manager, whether to work in house or in an agency, is the best option for most advertisers.

You’ve done all this, and the campaign is still failing.

What now? Sometimes, despite our best efforts, campaigns continue to underperform. What can be done? Check out this post on how to solve the biggest problems in PPC.

PPC isn’t for every business.

It’s rare, but every once in a while there is a business or campaign that just doesn’t work. At this point, you may have to face the reality that PPC isn’t right for this business. Just make sure you’ve tried all options before conceding defeat.

What are some of the reasons you’ve seen PPC campaigns fail? Share in the comments!

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Comments

  1. I think misaligned strategies is also a reason. Maybe that falls under your management point. But I see it a lot. Client expectations are not reasonable, or agency/manager doesn’t understand the product or service, or the strategy is just not sound. I’ve seen that quite a few times over the years

    • Melissa Mackey says:

      Yes, totally agree – misaligned strategies are as bad as no strategy at all. Also, constantly changing strategies and goals make it hard to be successful. PPC can change quickly, but it’s hard for any channel to adapt to strategy that swings like a pendulum.

    • Not only this, but they do not even know what they want in the first place. If you give me a finite goal to hit to make your ROI from LTV, then I can do that, if not, go open your books and come back to me when you do.

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  1. […] 8 Reasons Why PPC Campaigns Fail — It has been far too long since I have used PPC mega-jedi-guru and fellow Michigan State Spartan Melissa Mackay in Search Scoop. Her latest post on why PPC campaign fail is a straightforward, common sense summary of what most campaigns perform poorly. […]

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