Agency insights
Thoughts and lessons on client selection, burnout, pricing, and modernising legacy accounts, from someone who's run a Google Ads for years.
When there are no good options in Google Ads
Published October 2025. Last updated October 2025.
I consulted with a fellow Google Ads guy about a struggling low-volume B2B account.
He was using phrase match keywords with manual CPC bidding. This had worked well for years, but over the last few months the leads had stopped completely. Phrase match was delivering junk: competitors, job seekers, and random low-intent traffic. He added negative keywords three times a day, but it wasn’t helping.
He felt guilty and desperate. He’d worked with this client for years, and the client trusted him. They were three months into the busy season and he hadn’t generated a single lead.
The campaign setup was good — solid structure, well-written ads, fast clean landing pages. He’d managed it carefully too: checking search terms, adding negatives, testing bids and pages. He should have been getting leads.
But Google changed how phrase match works, and that’s why he wasn’t getting results.
He hoped I’d be able to fix it, but there were only bad choices. We could:
- Keep the current setup and keep wasting money on bad traffic.
- Switch to exact match for better traffic, but risk almost no volume.
- Try broad match with a conversion-based strategy and hope the algorithm found quality traffic before the budget ran out.
Every option had a serious downside. When that happens it's time to bring the client into the conversation.
I don't normally advocate for discussing in-account tactical decisions with clients, but this was different. There were no good options for dealing with the problem. The client needed to make an informed decision about which tradeoffs they were willing to live with - if any.
I suggested he talk with the client, explain the three options, outline the downsides, and get buy-in to test one of them. He’d be honouring the trust that comes with being responsible for someone’s money. And he wouldn’t be carrying the outcome on his own.
Discussions like this with clients aren't about dodging responsibility. They're about being realistic about what you can control, and helping your clients make better decisions. The discussion doesn't fix the problem, but it changes the dynamic. Instead of failing your client, you're now on a team with them to find the best outcome possible in the changed circumstances.
Most Google Ads Problems Aren't Google Ads Problems
If my writing resonates with you, I'd like to give you a copy of my book, Profitable Google Ads. The book was written for business owners, but many PPC professionals have found it valuable too.
Before you download it, what describes you best?
Related articles
Why good Google Ads campaigns still lose clients
The AI audit ambush
Most Google Ads Reports Focus on the Wrong Things
Helping people make better Google Ads decisions
Why I've Stopped Giving Quick-Fix Google Ads Advice
50% more leads… and still fired
Topics you'll find on this site
Conversion tracking
Understand what happens after someone clicks your advert. Subjects include offline conversions, CRM integration, attribution, auditability and marketing instrumentation.
Essays and thinking
Articles about marketing, engineering, AI and problem solving that don't fit neatly into the other topics. These are some of the ideas and experiences that have shaped how I think.
Google Ads for lead generation
Learn how to use Google Ads to generate profitable leads. Subjects include campaign strategy, bidding, targeting, optimisation and the challenges of running lead generation campaigns.
Landing pages
Things I've learned about high-converting landing pages. Subjects include copywriting, page structure, forms, trust, conversion rate optimisation and user experience.
Lead quality
Understand why some leads become customers while others don't. Subjects include diagnosing poor leads, qualification, filtering junk leads and improving the feedback you send to Google Ads.
Sales Process
What happens after a lead has been generated determines if Google Ads is profitable. Subjects include first contact, follow-up, quoting, lead nurturing and turning more enquiries into customers.