Criterios para seleccionar anuncios de texto en AdWords. ¿Cuál es el mejor anuncio?

La rotación de modelos de anuncios (texto) en Adwords resulta maravillosa hasta que se empieza a ir de las manos: exclamaciones, no exclamaciones, precios, no precios, envío gratis, no gratis, envío en 24 horas, no envío  con comprar, sin comprar, con tienda, sin tienda, online, no online, on line, con tilde, sin tilde, una landing, otra,… en fin XDD

Incluso suponiendo que el volumen de anuncios sea operativo y las variaciones de anuncios sean más o menos ordenadas, resulta imposible sacar conclusiones veraces puesto que las condiciones de publicación de anuncio no son estándar, ni cuando deberían serlo (en rotación). La realidad es que existen numerosos factores que distorsionan los datos de los anuncios, es por eso que la selección de anuncios se complica tanto:

  • Impresiones: No tiene el mismo peso un anuncio con 2 clics y 20 impresiones que un anuncio con 300 clics y 1000 impresiones, lo que nos lleva a cuestionarnos cual es el volumen mínimo de impresiones que garantiza un CTR “fiable” y no fruto de la casualidad.
  • Campañas y grupos de anuncios: realizar una evaluación de anuncios a nivel global (de cuenta) consideraría a los distintas campañas y grupos como semejantes cuando las palabras clave que contienen son bien distintas, el número de impresiones, posiciones, cpcs, públicos, etc.
  • Palabra clave que activa el anuncio: aunque un grupo debe incluir palabras clave homogéneas muchas veces el término de búsqueda real es propio de una fase diferente en el proceso de decisión de compra del usuario.

Por ejemplo, en un grupo de anuncios para la colonia Tommy Girl, con una palabra clave en amplia modificada +tommy +girl, pueden entrar términos de una primera fase de información por parte del usuario como “tommy girl”, “colonia tommy girl”, “tommy girl online” y otros más próximos a la conversión como “comprar tommy girl”. El ctr, posición, cpc e intención de compra en ambas situaciones será diferente, no es comparable ni hay forma de relativizarlo.

  • Posición: Aunque la posición visible para un anuncio es única, en realidad es un media ponderada que dependerá de la palabra clave que activó el anuncio. Una misma posición media ha podido tener posiciones reales muy diferentes. Además los anuncios con distinta posición no son comparables entre sí porque sus métricas necesitan ser relativizadas para esa posición:

Posición – CPC medio: ¿Es mejor un anuncio en posición 1 pagando 0,12€ o un anuncio en posición 2 pagando 0,05€? ¿Vale la pena el incremento de cpc por posiciones más altas? Para ser más rigurosos deberíamos normalizar el cpc mediante una relación lineal que dependiera de nuestro nivel de calidad y aún así seríamos siendo imprecisos.

Posición – CTR: Tampoco es lo mismo un CTR del 30% en posicion 1 que CTR del 25% en posición 3. En el caso de anuncios muy diferentes que traten de captar públicos distintos (clics impulsivos vs clics cualificados) se precisa un seguimiento de las conversiones por anuncio. Ni siquiera podemos afirmar categóricamente que en posiciones más bajas tenemos peor CTR pues depende de la competencia.

    • La competencia es cambiante: No todos los competidores pujan a las mismas horas, ni muestran los mismos anuncios, ni pujan lo mismo siempre, ni permanecen en la misma posición. El hecho de que la competencia sea cambiante influye en el CTR, posición y cpc.
  • Hora del día / días de la semana: Las distintas horas del día y días de la semana implican distintos contextos y distintas fases del proceso de decisión de compra. Muchas veces, el pico de impresiones se produce en horario laboral mientras que el pico de conversiones se retrasa a la tarde / noche cuando el usuario llega a casa, consulta con otra persona o simplemente se encuentra más cómodo.
  • La estacionalidad: En épocas de rebajas la competencia es mucho más acusada, se produce un volumen de búsquedas más elevado, muchas de ellas comparativas y el usuario prima el precio frente a la especialidad / relevancia. Los resultados son muy distintos.
    • Dispositivo: La forma en la que se muestran los anuncios en dispositivos móviles es diferente y su ubicación afecta al CTR. Las palabras clave, aunque cada vez más similares a las de pc, también son diferentes así como la intención de compra. Actualmente con las campañas avanzadas todas las métricas y palabras clave se visualizan conjuntamente (pc + tablets + moviles).
    • Extensiones: Otorgan más visibilidad al anuncio y por tanto más CTR, pero las extensiones de anuncio no se muestran siempre ni siempre se muestran las mismas.
    • URL visible: Afecta sobre los niveles de calidad y CTR.
    • La página de destino: Influye sobre los tiempos de permanencia en página, niveles de calidad y % de conversiones.

… Y todo esto saltando por encima del debate de qué priorizamos en los anuncios: ¿clics/ctr? ¿cpc? ¿posición? ¿conversiones?

En mi opinión el porcentaje de conversiones no un factor decisivo por sí mismo en la selección de anuncios, al revés es el propio producto o la persuabilidad de la página la que termina vendiendo. No por incluir en tu anuncio una exclamación en la primera línea vas a tener conversión, pero sí influye sobre el tipo de público que captas, por ello es necesario hacer un seguimiento de las conversiones que verifique el copy y target del anuncio, no queremos un público de gatillo fácil poco cualificado. Y tampoco me gusta optimizar en función del cpc ni posición del anuncio, sobretodo si son cambios pequeños ya que depende más de las palabras clave que activaron el anuncio y de factores como el día, la hora, competencia, etc.

La solución que planteo es realizar una selección de anuncios más racional (cuando la dimensión de la cuenta lo permite) para el título y primera línea descriptiva basada en CTR, evitando simplificaciones que llevan a decisiones menos precisas. En el caso de segundas líneas descriptivas, urls visibles y cuentas muy muy muy homogéneas sí opto por decisiones más simplistas ya que entiendo que el porcentaje de mejora no compensa el esfuerzo/tiempo. En todo caso la selección de anuncios debe ser lo más temprana posible cuando tenemos control sobre lo que está pasando en la cuenta.

¿Alguna experiencia?

Salud

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