Find how the number of leads from Paid Media channels increased in more than 30 times for Local Business in the US.
Sti Garage is a local service business in the United States that provides garage door installation, maintenance, and repair services in Washington DC, Virginia, and Maryland.
Partnership with Livepage has taken our business to a new, high level. I didn’t even think that we can increase sales so much.
We were able to double our sales and accordingly hire new people. In the beginning, I was worried about how the team would be able to promote a business that is completely atypical for Ukraine. They showed professionalism and were able to understand what our business needs for success. I completely trust the team and hope for many years of cooperation! And of course, I wish Livepage to thrive and help other small businesses move forward.
Before starting cooperation with Livepage, the STI Garage team already had a negative experience with the PPC Management. The ads produced too much traffic but did not generate leads. That is why there was skepticism about the need to use the channel.
However, during the proposal stage, the client liked our approach and team involvement, as well as our focus on business metrics (return on investment, cost-per-lead, etc.).
Such an approach provides new opportunities and reveals possibilities of Paid Media better than just focusing on traffic or CTR, or other useless metrics.
Read further how the Livepage team set up a PPC channel for the US garage door installation and repair business which helped to increase the number of leads by 3245%.
First, we discussed the main specifics of the business. After this, we began to examine the market and the main competitors: how many competitors on the market, their strengths and weaknesses.
We researched the main user requests and feedback on the different business directories in order to understand the primary criteria of quality and service for consumers.
We examined what are the main characteristics of the product, what guarantees the client could give, how the product and services differed from each other, what customers liked about the service, what the main causes of breakdowns were, etc.
As a result, we found how the client could stand out among competitors, defined target audience, and launched PPC campaigns in the service areas.
More results further!
From the first day, our goal was to make the customer business profitable.
Therefore, we researched in detail all categories of services, the demand for them, as well as average check. Then, started working with the services that have the greatest demand and are reasonably stable to the seasonality.
Based on the analysis, we found out that the most in-demand service (regardless of seasonality) was an urgent automatic gates repair. Opposed to a replacement, automatization of existing gates, and their regular preventive maintenance, a repair service was the one that was really in high demand over the year. Of course, broken gates make it difficult for people to access the garage or park a car.
Virginia had the highest demand as this state had the second-largest area and the largest population among other states in which the client’s services were provided. We also discussed with the client which of the neighborhoods historically brought most of the profits, thereby confirming our hypothesis.
As a result, we set up Pay-per-Click Google Ads campaigns for the repair services:
The next step was to set up advertising for those services that were seasonal, such as replacing doors. This service is often ordered in late spring and summer. In winter, the service is not relevant.
The graph below shows that the number of orders depends on the season and its peak falls in mid-summer. This also applies to other sales channels.
Therefore, it is worth preparing for the season in advance, e.g. 14-30 days before the start. This will help you to manage the launch of Paid Media, get statistics to determine growth strategy and possible issues in advance. Not at the time of high demand when all competitors have already launched advertising campaigns.
Paid Advertising Campaigns were launched for the most profitable services with the highest demand.
Many decisions were made by putting ourselves in potential customer’s shoes and using experience with similar businesses.
Our team made Customer Journey Analysis and created a Call-only Google Ads Campaign to meet the urgent needs of potential customers.
In a critical situation, a potential customer wants to get help as soon as possible and a call is the best way to get a quick service.
After setting up and launching Google Ads, the team began looking for new lead generation tactics.
We found that in some states where the Sti garage provided its services, Bing is popular. Thanks to this, we decided to use Bing Ads too.
Right after the launch, we ran into a problem with the higher Click-Through Rates compared to those in Google Ads. And the budget for testing was three times lower than for similar Google Ads campaigns.
Therefore, to get detailed statistics and high ROI in the future, we needed more traffic.
We decided to switch to Maximize Clicks Bid Strategy to better understand how to get suitable results in Bing and how to optimize advertising.
As a result, Bing Ads paid off. In the first month, the client received 20% of all company orders from Bing.
In addition to standard search ads, we also created dynamic search ads in Google to get the most relevant ads based on the page content.
This type of Google Ads worked well and brought 21% of all conversions.
Want to know how to get 95% of your search queries to the TOP-10 Google organic results? Check out our case study.
Once customers looked at or ordered repair or installation of garage doors, they likely won’t need this service in the near future.
We decided to run remarketing with a limited offer duration and show ads to people who searched the service no later than seven days ago.
Right after the set-up, launch, and run paid advertising campaigns, the number of leads increased by 37.50%.
For the next calendar month, we optimized existing advertising campaigns and added Bing.
As a result, Google ads generated 56.76% of all leads and Bing did 21.62%.
It’s been a year since we posted the STI Garage case study. Now, we want to share our progress with you.
This is what our PPC team managed to achieve in a year:
First of all, our team focused on growth points and worked on high-converting ad campaigns.
While optimizing ad campaigns, we decided to use new Google Ads and Bing Ads tools and improve the results in existing campaigns.
Find more details in the case study below.
As a rule, new PPC tools first become available on the US market and perform there better than anywhere in the world. Only after a while do they become available in the CIS and other countries.
Since our client is a US garage door repair business, we were lucky to try out all the new tools.
We started using Google Discovery Ads. These are smartphone-optimized display campaigns with robust audience targeting features and greater reach through Gmail, YouTube, and Google’s Discover feed.
In the first month, we got only 8 conversions from Discovery Ads. However, the cost per conversion was the lowest in a year — $28.73, while an average cost per lead in other campaigns was $188.15.
We couldn’t ignore a tool with such potential, so we created more campaigns to market our client’s services.
Although Google Ads and Bing Ads accounts and algorithms are similar, there may be a drastic difference in what keywords search engines consider effective. Therefore, as soon as dynamic search advertising went live, we started using it. We needed to check what search queries users entered and how they googled services.
The BingDynamic Search Ads campaign resulted in 22 leads, 5 web leads plus 17 call leads in a month.
We’ve been using the Bing Ads tool for a long time. The number of conversions from the Bing channel is lower than from Google Ads, but their cost justifies their use.
(On the screenshot, you can see the Bing Ads statistics as of August 2020. The cost of one lead via Bing is $128.41 compared to $218.39 via Google)
The Maximize Conversions tool automatically sets bids to get the most possible conversions for your daily allotted budget. As soon as this bidding strategy became available, we used it in large advertising campaigns that go beyond one state. Such campaigns get more traffic, so it’s easier for the system to learn.
As a result of the automatic bid setting in Bing Ads, we got an increase in the number of leads in the first month of testing. The number of call leads increased by 55.17% but the number of web leads decreased by 12.5% (from 8 to 7 web leads).
We tried out the new ad tools, improved and optimized the converting campaigns that still had the potential. For instance, we optimized campaigns by adjusting bids by region. Based on historical data, we increased bids for areas of a private residence with more service requests.
Besides, we got an insight from the business owner stating that half of the people who had tried fixing the malfunction themselves later turned to a certified repair technician. That’s why we decided to test an ad campaign targeting it at those prospects who were searching for DIY video tutorials and instructions on how to repair a garage door.
Thanks to the dynamic ad campaign data, we increased the number of keywords, consequently increasing traffic in existing search campaigns.
Regular campaign audit coupled with teamwork allowed us to:
For two years of work, we’ve been testing hundreds of hypotheses. As a result, we’ve developed our own guide to marketing local businesses in the USA. Here are some practical tips you can apply in your business:
If you still have questions regarding marketing a local business in the USA or Canada, don’t hesitate to contact us.