International Paid Search
Paid search is a great place to start your market entry as it can produce short-term results for a fixed budget. Where content marketing and SEO eﬀorts may take months to get results, PPC will give you an instant ﬂavour of the demand for your products in new international markets. Google and other search engines have a wide range of support for advertising in additional languages.
However, limiting your global paid search activities to only Google could severely restrict the exposure of your ads, your website traffic, and ultimately your company’s revenue, especially when it comes to certain countries. In diﬀerent locations, the popularity of search engines varies significantly.
Selecting your platforms
Among PPC providers, Google AdWords and Microsoft’s Bing Ads are the two largest network operators, and both operate under a bid-based model.
Depending on the market, there may be alternative advertising platforms, which will need to be used in place of, or in addition to AdWords and Bing Ads. For example, in Russia, Yandex is the most relevant platform, while in China, Google trails behind rival search engines Baidu and Haosou, which cater to the Chinese audience. The screen shot below illustrates how Baidu differentiate as from organic results, and the V1, V2, V3 label shows how long a business has been advertising on Baidu (V3 indicating a longer length of time).
In South Korea, Naver caters for most searches, while in the Czech Republic, Seznam is frequently used, but Google is gaining in popularity, so here a combination of ad campaigns present on Google and Seznam is recommended.
As you may have expected however, Google is the top search engine in all but six of the top global markets (and generally by a very substantial margin).
There are many considerations to make when considering and planning international paid search campaigns. It is always worth familiarising yourself with the markets you are looking to advertise in as each market will be slightly diﬀerent in terms of how users respond. You can check out our blog post on researching new markets to help you find the best opportunities for your business.
Here are some initial considerations to make before entering a new market:
Which devices users will be searching on
Many developing markets are accessing the internet much more on mobile devices, largely due to the increasing penetration of smartphones worldwide. In fact, many web users in the developing world are now mobile-only, in that they never or very rarely access the internet on any other kind of device. For example, 70% of Egyptian internet users are mobile-only, closely followed by India at 59%, and South Africa at 57%. The UK and US are rapidly approaching these figures too, despite access to desktop, with 46% and 33% respectively (figures from Statista and Ofcom).
Landing pages and localisation
A major consideration must be how you present your company online in your target market's language. The cons of not having a language ready website is explored in our blog posts on translation and localisation but is also highly relevant for paid search campaigns. Failure to localise the language for a campaign can result in a high bounce rate and wasted budget. If you cannot aﬀord to fully localise your website, consider using a localised landing page or microsite.
Small tweaks to landing pages can make a significant diﬀerence to your conversion rate from paid campaigns. Impeccable online customer experience must always be the goal, whether that involves only subtle adjustments, such as switching from British to American English, or more fundamental changes to accommodate a unique audience.
For a successful PPC campaign, the following three elements need to be present:
- A well thought-out setup for a successful launch
- Ongoing optimisation and ad testing to ensure you have the most eﬀective messages for your audience
- ROI focused budgeting and strategic bid management decisions
When developing a paid search campaign, creating an ad campaign in your audience’s native language will signal to your audience that your campaign is relevant to their needs. It also makes your campaign more competitive with local rivals, who are building and maintaining ad campaigns in the local language. If you have opted for developing an ad campaign in your audience’s preferred language, but kept the website in English to save costs, you will inevitably have a higher bounce rate compared to websites which have been localised. This bounce rate not only leads to poor sales but may also damage the overall quality score of your ad campaign and thereby lead to less visibility for your ads.
Since many of the alternative ad networks are not the most straightforward to set up new campaigns with, it is often recommended to try advertising on Google first in different languages and territories, and use the results from that to inform further campaigns on the native platforms.
Given the additional difficulties of the language barrier caused by the basic navigability of some of these sites and the lack of English support, you will generally be better oﬀ working with a linguist or a specialist agency with knowledge of these platforms than going it alone.
If a campaign is successful in the English market, the next step is often to replicate this ad structure and keyword choice in your international paid search campaigns to gain equal success.
While the theory seems logical, the reality of this tactic is very diﬀerent. The keyword choices for the English campaign are likely to be the most profitable ones for an English audience, but are usually simply not transferable. For example, the length of an ad always needs to be considered, so for a language like German, simply translating the English ad will lead to too many characters – localisation is key.
Even if you factor language into your campaign and get a professional agency to directly translate your optimised keywords, these translated keywords do not take actual search volume in the market or profitability of a keyword into consideration. Nor do they consider semantic nuances which could make you decide to drop certain keywords or phrases that might not make sense in your new market.
When it comes to an international paid search campaign, the best practice is to look at the English campaign as a point of reference, but to ultimately build your international campaign from the ground up. This will enable you to gain the most relevant and profitable keywords for your campaign.
Best practice diﬀers
While keyword selection is crucial, ad texts should also be given careful consideration. An engaging ad text encourages the audience to complete the call to action, however, best practice varies between markets. In most English campaigns, it is best practice to capitalise the first letter of each of the principle words in an ad text, but in France, it is the opposite and an ad written in title case could be viewed as bordering on spam, thus damaging the click-through rate.
The tone of your message and choice of wording can also play a key role. Again in most English campaigns it is common practice to have some straight-forward calls to action which are often based on buying opportunities. Such strong calls to action are seen as too pushy in most European markets and your campaigns are less likely to gain clicks if the tone of the ads are not adapted to the market. This is why localisation is essential for ads, as you can see in the example below. In the German ad, different payment options are listed, as this is crucial information for a German audience. However,in the UK version, there's no mention of payment options as it's not something that this market needs to know before navigating to a website.
Optimise and test
One of the appeals of a paid search campaign is the chance to continuously test your ads against each other. This competitive testing requires ongoing maintenance of your campaign, not only including regular analysis of ad performances, but also reviewing the actual search terms that have brought traffic to the site to ensure that quality is high, and budget is not being wasted on unprofitable areas.
While this is common practice for paid search campaigns, international campaigns add the complexity of language and understanding of the cultural diﬀerences, which aﬀect best practices for advert writing.
Resourcing translation support every time your paid search campaign requires maintenance is not cost eﬀective, and a translation agency will not necessarily pick up on any missed opportunities due to the search habits of the target audience.
Having the option of maintaining your international paid search campaigns with someone who has the language resources and the digital skills required for the ongoing maintenance, can make your international campaign easier to manage and gives you one point of call rather than several diﬀerent
agencies to support with the diﬀerent elements (language and digital opportunities) of your campaign.
Strategically using PPC insight
Utilising a contained PPC campaign can help inform the selection of search terms that are used in the ‘natural’ SEO strategy for that market. PPC campaigns can be used as exploratory tactics to test the eﬀectiveness of potential keywords, the most potent of which can be built into your corresponding SEO campaign.
To get the most out of your own international paid search campaigns, please get in touch and we will be happy to help