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发表于 2022-1-20 13:39:11
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背景:移动端相关从业者一枚,自由职业者一年,海外广告主商务拓展一年,广告投放一年+
不是很了解国内投放,说下海外的。
投放平台:Google Adwords, Facebook, Airpush, Inmobi, Popads, Adcash, 猎户,当然还有很多很多,要靠自己去挖掘测试;
Mobile Digital Advertising Companies Database 这里有个全球数字营销公司的数据库,里面能够找到各个公司的相关负责人。这篇Post是一年半前写的关于这个数据库网站的初步介绍,等待知友团观光点赞
Resource for Media buyers/Advertisers。
投放原理:广撒网,慢优化。设置好追踪之后,拿出5~10个payout的价格去测试(可以分运营商,国家或者网络连接方式),花完初始预算之后,如果表现比较好的,继续往下细测(不同的素材,不同的广告语,不同的时间段,etc);表现不好的找出来不好的地方,某一个时间段不行还是都表现不好,完全没有转化的直接砍掉。
投放计费:目前海外流量源主要的计费方式是CPC还有CPM,对于Facebook还有oCPM的方式;Google Adwords计费:可以CPC竞价,也可以CPI竞价,但是CPI竞价指的是谷歌会优化最终的转化成本让其低于你给出的CPI。Adwords CPC的成本最终=综合排名第二位的出价+$0.01。至于其他平台,基本上是CPC竞价,成本=CPC*点击次数。CPT包量的形式常见于公司之间的合作。
谷歌Adwords投放:比较复杂,长话简说,希望今年能够开个博客慢慢聊。分为Search Network和Display Network。搜索广告网络,顾名思义就是挑选关键词,然后去竞价谷歌搜索页的文字链广告。主要包含以下步骤:搜集关键词-确定关键词的匹配方式(Broad Phase Exact Negative 4种)- 关键词归于广告组-设置广告词-设置campaign相关信息。设置好之后打开campaign开始跑,来了量之后定期关闭表现差的关键词,同时需要挖掘新的关键词+现有关键词抢量。展示广告没搞过,略。
社交媒体广告投放:以Pinterest为例,建立一个企业账户,pin一些产品相关的美图,然后导量到Landing Page,LP上面加入GA的代码做好统计分析。见效比较慢 ^_^
追踪系统:Google Analytics,202, Voluum etc. 当然自己搭建也行。用来接收广告主传过来的安装,同时也需要用来接收来自流量平台传回来的一些参数(appid, pubid, 运营商,ip,idfa,IMEI,浏览器版本,连接方式等等)总之流量源能够传的参数全部收集过来,结合安装数据进行优化。
作弊:基本上小型平台都会有各种各样的流量刷子,不停点击广告造成很多不必要的损失。谷歌能够通过IP排重等方式杜绝,也即不论用户对搜索广告点击多少次,谷歌只收取一次点击费用。小平台这个问题越来越严重。
竞争对手研究:知己知彼,才能不会输得很惨。可以在whatrunswhere等一些站点调研竞争对手的投放策略,了解竞争对手的投放平台,采用的广告形式 etc。
--------------以下为原答案,投放步骤-------------------
概念性的东西直接略过,楼上已经讲了,主要说下投放的步骤:
1. 挑选产品&确定推广目标,当然如果是自己公司自营产品,需要对产品有深入的了解;产品推广的目标是在于获得更好的曝光量还是为了获得更多的客户?这些客户有什么特征,集中的区域?获得用户的速度是怎么样的?有些产品需要短期内获得大量用户,不论目的是为了给投资人看亦或是为了充到榜单的前列获取更多更好的自然流量 etc;
Spying – Are other guys running this campaign? Don’t limit yourself to just researching other affiliate marketers. If you’re running Diet, look at what Jenny Craig and WeightWatchers are doing. Running Dating? What’s http://Match.com doing?
*Offer Research* – Going through the funnel to see how the ads monetise. Researching the audience. Learning more about the niche
Don’t go to war without a game plan. I’ll mind map out every detail of the campaign to help me visualise. I’ll also set some mini goals and deadlines for each step of the way. Don’t get too rigid with your game plan because you’ll re-evaluate it after you get some hard data. 2. 确定流量源,准备在哪些平台上面投放广告,类似产品在这些流量源的历史表现怎么样?流量源能够回传哪些数据用于ROI的优化?可以根据自己的预算以及资金消耗速度还初步定一个流量源portfolio,然后在合作过程中逐步进行优化(或砍或增)。
3. 物料制作(making creatives)[以及Landing Page设计]
确定好流量源之后着手广告投放物料,根据流量源的要求来制作相应尺寸大小的图片;
需要根据自身产品来Brainstorm很多angle进行测试,每一个Angle做一套图片,一个测试周期之后去除ROI表现明显差于其他的;
同时根据不同的Angle设置一个有LP跳转的和没有LP跳转的,测试并挑选出ROI表现明显良好的;
Not all offer pages are great. Not all offer pages will do well with your marketing angle or your traffic source, or the demographic of users that you are advertising to.Incidentally this is one of the reasons why it’s great to have multiple advertiser offer pages to split test.
Landing pages are your greatest chance to be a marketer. To sell your angle. To bridge the gap between your ads and on offer page which might not exactly be congruent with your angle.
4. 追踪,根据流量源的技术文档,尽量把能够回传的参数都拿到然后才能在后面进行进一步优化;对于一些合作方式为CPI,CPS,CPR,CPA之类的渠道没有明显必要传回这些参数;对于其他类型的比如CPC,CPM结算的流量源需要拿到更可能多的参数方便后续的优化工作。
5. 上线反馈&测试&持续优化
产品上线之后需要时刻跟进每个流量源的表现情况(品牌类广告忽略),排除质量(次日留存,七日留存,用户购买付费率等KPI)表现极差的;如果排除完了,尝试新的流量源;再不行就得思考是不是推广的产品自身的设计问题了。
At this stage, my goal is to collect data. It’s important to have statistically significant data before you start making decisions. 根据上一步传回的参数进行优化,每一个维度的数据都需要进行优化,产品在哪家运营商的用户中表现良好,在3G 4G Wifi那种情况下转化最好,在哪个地区哪个时间段的表现不理想,在哪个流量源的哪个下游表现很糟都是需要能够及时发现和进行处理的。
More than likely your campaign will be losing money at this point. Optimisation is the process of turning the campaign profitable by running tests. You will consistently run experiments into order to improve yours campaign.
The mistake that most people make is they don’t optimise at all. They launch campaigns and cross their fingers that it’s profitable. You don’t find winning campaigns, you create them. I’m sure that the biggest sticking point for newbies is that they pussy out as soon as they start losing money. Re-frame your thinking and realise that it’s part of the process in order to see what works.
What I recommend is to establish your own formula for optimising each traffic source. The process is different with a Facebook compared to a Mobile campaign.
Create variants of your best landing page, and test those: test new images, new headlines, new CTAs, new copy, new background colours or images, and any other element of the page that might be relevant. Continue to cut these using the Split-Test Calculator, aiming to continually improve your ROI. 6. 加量
上一步整理出表现不差的,通过加价或者增加预算的方式拿到更多的相对优质的量;同时可以尝试着使用类似的组合去测试新的流量源;
**More Traffic sources** - Expanding to similar traffic sources. If you’re making money on Airpush, it makes sense to expand towards a similar source such as LeadBolt.
**More Countries** -Does your offer accept multiple countries? Get your creatives and landing pages translated and test it out. Keep in mind that just because your campaign is profitable in USA, doesn’t mean it’ll automatically make money in UK. What’s different? Offer conversion rates / payouts, cultures, bid prices, etc.
**More placements** – Placements means different websites.
More ad sizes – Only advertising on the 300×250’s? Try out the 728×90’s and 600×120’s
**Increase your bidding** – Higher bids means more volume (in theory). That’s why it’s important to constantly improve your campaign – the higher your profit margins the higher bids you can afford. 7. 总结 |
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