Backstory. (Skip if you like)
I recently took on a client who’d been abused by his previous agency. Abuse is a strong word but if you saw the account you’d feel the same way. The previous agency:-
And, in spite of spending good money, my client wasn’t getting new business.
I started work. I won’t go into detail about what I did. If you’re interested you’ll find my strategy for taking on messy accounts here.
Google will let you count almost anything someone can do on your website as a conversion. The previous agency counted things like :-
There are good reasons for tracking how people interact with your site. But, if you're using Google Ads for lead generation you have to know if it's generating leads.
We couldn't answer that from the historical conversion data, and nobody at my client's office knew the numbers. We had to start from scratch.
In my mind honest conversions are where one conversion = one person you can sell to today.
Website visitors can contact my client by live chat, click to call or through a form.
Sometimes people use more than one of these methods. They’ll fill in a form and then call. Or they’ll try live chat and fill in the form and so on.
This can skew your measurement, because the default conversion tracking counts someone who contacts you in two ways as two conversions.
I wanted to find out exactly how many people were using more than one contact method:-
If only a handful of people used more than one contact method it wouldn’t be a huge problem.
If lots of people used more than one contact method we'd be over-counting by a lot. I’d have to set up custom conversion tracking to keep it honest.
I didn’t want to invest too much time finding out so I wired everything together using Zapier. It's duct tape for the internet.
Here are the numbers, based on 4 weeks worth of traffic from Google Ads.
We had 10 144 clicks. We had 1 313 unique leads. That’s about a 13% honest conversion rate.
(A large number of clicks in the data set came from very sub-optimal campaigns built by the previous agency. Just tightening up the keyword targeting will improve the conversion rate without much effort.)
Here’s how people contacted us:-
Adding these gets you to more than the 1313 unique leads because 107 people used more than one contact method.
And, 3 people used them all - live chat, filling in the form and calling.
The diagram below shows it a little more clearly. (I made the diagram at https://www.meta-chart.com)
About 8% (107 of 1313) of people used more than one contact method.
If we used the standard conversion tracking available from Google, CallRail and LiveChat we'd over measure conversion by 8%.
I'm not yet sure if 8% is enough to justify the effort of building a custom conversion tracking solution. I suspect it might be because this client is in a competitive market.
The way people contact you from your website is influenced by many factors. I'll talk about 2 of them here:
Device (mobile, tablet or computer). 86% of clicks were from people using mobile phones. 13% on computer and 1% on tablets.
I’d expect fewer calls and more live chat and form fills if we had more computer traffic.
Landing page design. I didn’t design the page to favour one contact method over another, but it's possible that it does. All 3 contact methods are easily seen:
I don't know if any one method is more prominent than the other. If you wanted to favour one method you'd reduce the prominence of the others.
I've generated more than a million leads using Google Ads. Everything I've learned on the way is going into my new book on lead generation landing pages.
You won't find anything about general web design. You won't find anything about sales page copy. You won't find anything about ecommerce, brand building or SAAS. But, if you'd like a book packed with tested principles and step-by-step advice on turning more clicks into leads then it might be for you.
Pop your details into the box below. I'll keep you updated on progress, send you sample chapters for your comment and offer you a discount when it goes live.