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为什么必应能成为跨境电商卖家最具性价比的广告工具?
为什么必应能成为跨境电商卖家最具性价比的广告工具?
2020-07-24
901人浏览
谈到PPC广告,必应(Bing)可能不是第一个出现在你脑海中的投放渠道。事实上,必应不仅独占美国总体搜索量的20%,今年其母公司微软还与威讯通信(Verizon Media)宣布加强双方基于必应网络(Bing Network)的合作,这意味着Bing Ads将成为运营Bing和Verizon Media相关搜索广告的唯一平台,触达用户覆盖Bing、Yahoo和AOL等网络。
据悉,这一流量转移是无设备划分的,无论是PC端还是移动端设备上的搜索广告流量,都将100%转移到Bing Ads平台。预计半年内,Oath Ad Platforms上的付费搜索流量将完全停止,100%的Yahoo搜索网络流量,将由Bing Ads提供,这也将助推必应的市场份额超过30%。
从这一点来看,将美国作为目标市场的外贸网站,如果只投放谷歌广告,就会错过多达1/3的潜在顾客。
除了与巨头合作获取更多精准流量外,必应还通过自身“造血”,推出包括Bing Rewards(搜索奖励)等在内的多个计划和图片识别搜索功能来抢占更多的市场份额。
根据ROI的计算公式(ROI=转化结果/转化成本),只要降低广告投放成本,ROI会随之提高。通过必应,你将能够把预算分散到更多的广告,并且可以比使用谷歌的商户更快地扩大广告活动。
很多人往往会认为必应的广告平台一定不如谷歌。更有甚者,由于覆盖范围较小,他们认为进入仅为谷歌市场规模一半大小的平台将是一项巨大的投资。
然而事实并非如此,必应广告和谷歌非常相似,尤其是他们的Keyword Planner(关键词规划)工具,甚至于你可以在几分钟内导入现有的谷歌AdWords广告活动。
据了解,必应为提高广告定位和管理竞争力,一直投入大量的资源。举个例子,必应提供了一个特别的定位功能,允许你瞄准特定的设备类型(电脑、手机或平板电脑),并将预算投入其中,或者在ROI明显表现不佳的情况下取消某一类型设备的投放。
在本文中,我们将带你深入地了解如何更好地使用必应,并为你提供颇具参考价值的案例。首先,让我们来看看必应用户的一些特征以及应该如何锁定他们。

一、必应用户特征分析
和任何搜索引擎一样,必应拥有各种年龄层、收入和肤色的用户,但它也有一些与谷歌不同的非常具体的用户画像。根据咨询公司GML Consulting和必应广告的数据,以下提炼了一些亮点信息:
•85%的必应用户位于美国
•38%的必应用户的家庭收入超过10万美元
•必应用户更有可能是蓝领,而不是白领
•71%的必应用户年龄在35岁以上,30%在55岁以上
•必应用户更可能育有子女,18%的人已经完成了研究生学业
•必应用户往往比较没那么懂科技
通过上述数据可以预见,卖家能从必应广告网络中受益,比如那些针对老年人、高收入顾客或工薪蓝领家庭的商品。除此之外,必应还拥有着许多令人惊讶的利基市场。例如,尽管有80%的必应用户来自美国,但来自英国和加拿大的搜索量比例分别达到了12%和14%;必应用户在消费电子产品上花费7500 - 9999美元的可能性也要比其他渠道高出49%。
更值得注意的是,在美国电脑软件付费点击市场中,必应占据高达47%的份额。更令人兴奋的是,必应的日搜索量已达到65.86亿次,烹饪技巧、金融帮助、购物、教学研究、飞机订票、行车路线导航、翻译技术等都是必应的一些潜在市场。
二、那么应该如何利用好必应广告呢?
几乎所有关于谷歌广告使用技巧对必应也同样适用。例如,必应有一系列类似于谷歌广告的广告扩展(Ad Extensions)功能。但这些平台平台仍然有所区别,你不能想当然地认为在某一平台上起作用的东西放之四海而皆准。接下来我们将向你具体分享一些必应广告的使用策略:
1.导入谷歌广告到必应
由于必应的许多客户都来自谷歌,所以将谷歌广告活动导入到必应上非常容易。
请注意,有些信息并不能导入必应。以下列出了不能直接导入必应的信息,但你可以在必应广告后台进行重新创建。
2.优化竞价(Bid)和预算
在运行广告之前,你需要调整对必应广告的出价和预算。
如果你的谷歌广告活动有一个特别高的预算,就应该有所减少并测试使用较低预算的广告,直到你清楚它在必应广告网络中的表现如何。你还需要调整出价以匹配必应的竞争性价格。通常情况下,这些应该低于你在谷歌广告上的花费。
3.发现新关键词
必应令人兴奋的地方还在于它能够进入新的细分市场。在必应上搜索关键词的方式与在谷歌上如出一辙。事实上,除了必应会提供更精确的搜索量预估外,这两个平台提供的一些工具几乎也是相同的。
4.使用不同的否定关键词
就像上面提到的目标关键词一样,必应也有自己的一套使“营收流失、ROI受损”的否定关键词。
当你第一次将谷歌广告活动迁移到必应时,最好让它们运行10-14天,这样就可以累积一定的数据。但在此期间,你需要进行追踪和分析,看看是否有一些词汇或短语,虽然带来点击量却未能实现成交量。
准确识别否定关键词的方法有很多种,但是如果你的广告是从谷歌转移到必应上的,你可能已经完成了大部分的研究。你现在所需要做的就是分析你的必应广告报告,将那些高点击低转化广告活动的相关关键词,列入到否定关键词列表中,并阻止你的广告将来出现在这些类型的查询中。
请注意,必应不像谷歌那样支持广泛匹配类型的否定关键词。如果你在谷歌上使用了广泛匹配否定关键词,必应会导入它们,不过它们将被用作词组匹配类型的否定关键词而不是广泛匹配。

5.建立收入追踪
你可能已经设置了Google Analytics(谷歌分析)转化率追踪功能,但添加必应的特定追踪工具也是值得的。这将允许你访问有关广告活动转化的相关信息,该功能在必应广告后台就可以看到。
在某些方面,必应的UET(Universal Event Tracking,通用事件追踪)系统实际上优于谷歌。PPC Wins(PPC广告干货分享网站)提供了一个在Shopify上实施必应UET的详细指南。如果你使用像WordPress这样的建站系统服务,这个过程同样十分简单。唯一的区别是,当你将代码添加到网站时,要确保将其包含在每个页面的标记中(就像Google Analytics或Facebook Pixels所做的那样)。
如果你使用UTM追踪谷歌广告,你应该知道必应会自动转换来源名称。例如,必应会声明http://www.example.com/?utm_source=google将导入为http://www.example.com/?utm_source=bing。所以,你仍然应该检查这些字段,以确保你的分析正在接收准确的源数据。
6.设置必应购物广告活动
正如谷歌购物(Google Shopping)一样,必应允许用户通过提交产品目录来搜索他们想要购买的产品。作为电商卖家,你不能跳过这一步。根据PPC Wins的报告,一些客户发现使用必应让他们的转化成本降低了83%。
如果你还没有建立起一个谷歌购物feed(信息流),你应该先从这里开始着手,因为谷歌仍然是比较购物引擎(CSE)中的佼佼者。
7.选择正确关键词
显而易见,你所选择的关键词将对广告活动所带来的ROI产生巨大影响。需要注意的是,你应该把广告活动的重点放在那些代表“商业目的”的关键词上。这些关键词比其他类型的关键词更加昂贵,因为想要对它们竞价的商家竞争更加激烈。使用这些关键词的人们大多正准备购物,因此它们提供了更好的转化率。
诚然,当处在“调研”阶段时,你可以选择更便宜的关键词。为了实现转化,这样做需要对你的网站和销售漏斗进行高度优化。必应还提供了一个工具,你可以使用它来发现广告文本中应该瞄准的关键词。
你需要提供与你产品相关的初始关键词或短语。假设你在销售红酒,“buy wine”对你而言就是一个既带有商业目的又不错的基础关键词。
如果你愿意,你可以选择一些“Advanced targeting options”(高级定位选项),这将有助于获取一些与搜索引擎更相关的数据。你在这里选择什么将取决于你的广告活动和转化率追踪体现出的表现情况。
你还可以通过输入“网站URL”来查找关键词。这种方法并不能总是返回最佳结果,你也可以使用“find keywords related to a word or phrase”(查找与单词或短语相关的关键词)选项。
如下图所示,当使用“find keywords related to a word or phrase”功能来查找与“buy wine”相关的关键词时,你将会看到一组可能会产生相当高ROI的关键词列表。
CTR和average CPC一列数据尤为重要,它们让你了解哪些关键词产生了大量相关点击,以及需要花费多少点击成本。搜索量信息在一定程度上也能带来帮助,毕竟当你锁定的是具有商业目的的关键词,表现良好的关键词不一定拥有高的月搜索量。请记住,即使你的目标关键词不带有商业目的,但如果该特定关键词属于高度相关,它仍然能够带来巨大的回报。
选择正确关键词的重要性,卖家不仅要展现量更需要点击和转化量,尤其是在PPC广告系列中。同时要清楚,在大多数情况下,你在为搜索广告活动选择关键词时,特异性是有帮助的。
必应的“Keyword Planner”与谷歌的关键词工具非常类似。
在搜索某一关键词之后,你将看到集中各个广告主题的广告组。
你也可以点击一个名为“Keyword suggestions”(关键词建议)的标签,以确定个别可能值得锁定的关键词,从而提高你的质量得分(quality score)。

8.创建广告文案
在了解如何为广告活动找到正确关键词的方法之后,现在我们来看看如何实际创建广告文本。首先,打开你的必应广告后台,点击“Create Your 1st Campaign”(创建你的第一个广告活动)。
现在,你需要为广告活动命名并设置预算。你可以选择设置“daily”(每日)或“monthly”(每月)的广告活动预算,以便更好地控制广告支出。
必应还有一个名为“Advanced location options”(高级位置选项)的功能。基本而言,它让你有机会根据用户访问某个地点的意愿来决定谁会看到你的在线广告。如果必应的“geo targeting”(地理定位)功能会为你的广告活动带来效益,它对你来说就是有用的。但如果不是,那么就保持初始设置。
接着,就到了撰写广告文本的时候。
以下是必应提供的有关如何写好文本广告的小技巧:
•保持广告的相关性。其中一个方法是在广告标题和文本中使用热门搜索查询关键词。
•在一个广告组中创建多个广告。确定一两个最有效的广告之后,你可以通过删除广告组中的其他广告来帮助RPI的最大化。
•描述产品卖点。为什么要购买你的产品,它能解决问题吗,它有助于省时或省钱吗,又或者它有独特的功能或品质?
•使用可能会吸引到典型受众的文字和笔调。
•在广告中直接使用“you”或“your”这样的字眼。
•明确你的产品是为谁设计的。在广告中使用有助于吸引真正潜在顾客的词语。例如,如果你只提供高端产品,就不要使用折扣或便宜这样的字眼。
•报价越清晰具体越好。例如,不要用“big discounts”(大减价)来表示,而是使用像“50% off”这样确切的百分比。
•包含CTA信息。例如鼓励顾客索要宣传册或咨询服务、下载免费电子书、订阅邮件又或者抓住限时折扣机会。
•刊登出你的产品或服务的价格。如果你的产品或服务有着充满竞争力的价格,请考虑在你的广告中突出价格优势。
如果你想要提高广告文本的写作水平,你可以研究一下其他广告商在推广在线广告中是如何运作的。你也可以使用SpyFu等竞争分析工具来找到其他广告商正在运行的广告。
而在完成广告文本之后,你还需要提供自己想要锁定的关键词。
不同的匹配类型将会花费不同的金额,必应还会根据你可能会参与竞价的某个“广告位”向你提供估算金额。
上图中“Search network bid”(搜索网络竞价)指的是你愿意为广告“每次点击付费”支付多少钱。通过制定预算,你可以衡量PPC广告活动的质量得分。根据你选择的关键词、广告位和匹配类型,必应会建议你应该支付多少金额。通过良好的转化率追踪数据,你可以掌握投放必应广告的经验。
当你经验老道之后,还可以查看“Targeting options”(定位选项)和“Advanced Settings”(高级设置),不过,现在你应该点击“Save and add payment”(保存并添加支付方式)。
最后,必应广告为出口北美的跨境电商卖家提供了大量机会,也许使用必应不会给你带来比谷歌更多的顾客,但你很可能会发现你正在用比以往更低的成本接触到新的顾客。从现在起,把必应安排上吧!
作者
跨境建站小专家-Moon
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