Too often, businesses treat the Google algorithm as a necessary evil (“What do I need to do to deal with the latest algorithm change?”). But you can put the Google algorithm to work for you if you’re willing to exercise some creativity. A recent True Interactive client experience is a case in point.
Optimum provides cable service to millions of subscribers in the northeast United States. In the New York tri-state area, the company offers digital cable television, high-speed Internet, voice services and Optimum WiFi.
Not long ago, Optimum wanted to improve the effectiveness of its paid search. Through merger/acquisition, the company had become part of a larger family of brands along with cable provider Suddenlink, a True Interactive client that provides service throughout the south and west U.S.
The company noticed that True Interactive was getting better results from paid search for Suddenlink than Optimum was getting from its own agency. So Optimum decided to do an A/B test: both True Interactive and Optimum’s legacy agency were challenged to test paid search campaigns over a three-month period.
Optimum assigned half the zip codes in one market to True Interactive. Our charge was to build from the ground up a paid search campaign including keyword management, creation of ad copy, and all other elements of paid search. The competing agency was given a market of similar size.
True Interactive was at a disadvantage because we needed to start a campaign from scratch whereas the legacy agency simply needed to continue performing in an already-established market.
How We Put the Google Algorithm to Work
We knew that Optimum was the dominant cable company in the area, especially in Google’s eyes. Optimum was competing against several smaller third-party firms and dish providers that do not capture as much attention from Google in the cable provider category — because unlike Optimum, they are not cable specialists.
Here’s where thinking out of the box came into play. It was tempting to play catchup by trying to bid for the top search position – and, to be sure, conventional wisdom often results in such a tactic. But we needed to think differently to show the client we understand the nuances of paid search.
We understood that Optimum dominates its the category in the New York area. We knew that Optimum’s market ownership made the company name more relevant than any other player in the eyes of Google. So, in fact, we avoided overbidding in Google search results. There simply was no need to outbid other companies when the Google algorithm was already rewarding Optimum with high-quality scores and higher positions in search results. In other words, we knew how to put the Google algorithm to work in our favor.
Rather than waste money overbidding, we actually lowered our bid for keywords and focused on driving qualified traffic to the Optimum website with effective ad copy and bidding smartly. Meanwhile, Optimum’s legacy agency pursued a strategy of bidding to achieve the highest possible position in search results. The strategy resulted in the agency paying more per click than True Interactive to attract customers.
Within 60 days, True Interactive had attracted 40 percent more customers for 60 percent less money. Optimum halted the three-month test and awarded True Interactive its business.
The secret to our success was putting the Google algorithm to work for our client. We knew Google was going to favor Optimum in search results for non-branded words such as “cable provider” because the name held such strong authority with Google relative to the dish and aggregators in the area. We captured more clicks at a much lower CPC by simply allowing the algorithm to work in our favor.
Because True Interactive ran a cost-effective campaign focused on reducing CPC’s while retaining strong positions, rather than a “top position at all cost” strategy, we won the business.
Now, what if Optimum had been competing in an undifferentiated market saturated with other cable providers? Well, our approach would not have been so successful. We knew our approach would work because in the eyes of Google, there were few choices in our client’s market.
The lesson here is to understand your clients, their competitive market, and how the Google algorithm works. How have you put Google to work for you?