As brands expand into new international markets, the challenge of running successful PPC campaigns becomes increasingly complex.
Navigating the differences in culture, language, consumer behavior, and market dynamics requires a more nuanced approach than simply translating ads.
For PPC marketers using platforms like Google or Microsoft Ads, it’s critical to adapt campaign strategies for these global audiences.
This article will cover best practices for optimizing international PPC campaigns, with a specific focus on keyword localization.
We’ll explore four key themes that can drive more successful international PPC results:
- Keyword localization.
- Geo-specific bid adjustments.
- Market-specific creative adaptation.
- Leveraging automation tools for international scaling.
1. Keyword Localization: Translating Intent, Not Just Language
Keyword localization is a cornerstone of international PPC success, but it’s often misunderstood as a simple translation exercise.
When translating keywords from one language to another, it’s not a “2+2=4” equation most of the time.
In reality, it’s much more complex.
Keyword localization involves understanding the intent behind searches and adapting keywords to match the local language, cultural context, and user behavior.
Steps To Effective Keyword Localization
- Market Research: Before diving into translation, research how consumers in the target country search for products or services. This involves understanding search intent, popular terms, slang, and regional dialects.
- Translation with a twist: Work with native speakers or linguists familiar with the market. Tools like Google Translate can give you a starting point, but they won’t capture cultural subtleties. Manual keyword research in local search engines is vital.
- Use local search engines: Google may dominate globally, but other regions may favor different search engines. Baidu in China, Yandex in Russia, and Naver in South Korea have distinct algorithms and keyword trends. Tailor your keywords to the dominant platform in each market.
- Test and optimize: International markets are fluid. What works in one month might need refinement in the next. Regularly review performance and optimize based on search trends, conversion data, and shifting customer behaviors.
For example, in Spain, the keyword “coches baratos” (cheap cars) may seem like a direct translation of its English counterpart.
However, further research might reveal that “ofertas coches” (car deals) or “vehículos económicos” (affordable vehicles) performs better depending on user intent.
2. Geo-Specific Bid Adjustments: Tailor Bids For Performance By Region
International campaigns are prone to fluctuations in performance, driven by differences in local competition, purchasing power, and user behavior.
Geo-specific bid adjustments allow you to tailor your bidding strategy to the realities of each market, maximizing return on ad spend (ROAS).
Below are some best practices for geo-specific bidding:
- Analyze Regional Performance: Use data to assess performance on a country or even city level. Look for patterns like higher conversion rates in certain regions and adjust bids accordingly. This is especially important in diverse markets where sub-regions may perform differently, like the UK or Canada.
- Adjust Bids Based on Currency Value and Buying Power: Regions with lower purchasing power or fluctuating currency values may require different bid strategies. In some markets, a lower cost-per-click (CPC) approach could help maintain profitability.
- Consider Time Zone Differences: Adjust bids based on peak performance hours in each time zone. A broad international campaign can benefit from time-based adjustments that ensure ads show during peak periods in each country.
For instance, if your campaign targets both New York and Berlin, you may find that your peak performance hours vary drastically, necessitating different bid adjustments to maximize efficiency.
In this instance, it’s likely worth segmenting your campaigns by region to account for maximum return on investment or ROI in each region.
In larger enterprise accounts, most regions have different audience sizes, which require different budgets.
If your brand falls into that category, it may be worth creating a separate Google Ads account per region, which can roll up into one MCC account for easier management.
3. Market-Specific Creative Adaptation: Speak The Local Language Through Ad Copy
One of the most common mistakes in international PPC campaigns is failing to adapt ad creatives to local contexts.
Just as keyword localization requires cultural adaptation, ad creatives must be tuned to resonate with local audiences.
A few approaches to localized creative to think about include:
- Ad Copy and Messaging: Localize ad copy to reflect cultural preferences, holidays, humor, and common phrases. Avoid literal translations that may miss the mark. Collaborate with local copywriters who understand the nuances of language and sentiment.
- Visual Adaptations: Imagery that works in one region may not resonate in another. If your ad visuals feature people, clothing, or settings, make sure they align with local norms and expectations.
- Calls to Action (CTAs): CTAs should be adapted based on local shopping behaviors. In some regions, urgency works well (“Buy Now”), while in others, a softer approach may perform better (“Learn More” or “Discover”).
For example, a successful ad campaign in the US using a humorous tone may need to be entirely rethought for a market like Japan, where subtlety and respect play a bigger role in advertising.
4. Leveraging Automation Tools For International Scaling
Managing international PPC campaigns across multiple markets can quickly become overwhelming.
Automation tools, both native to ad platforms and third-party solutions, can help streamline campaign management while still allowing for localized control.
Automation Tactics To Help Scale International PPC Campaigns
- Smart Bidding: Utilize Google or Microsoft’s automated bidding strategies tailored to individual market performance. Smart bidding leverages machine learning to optimize bids for conversions or ROAS, adjusting bids based on real-time data.
- Dynamic Search Ads (DSAs): Dynamic Search Ads can help expand your reach by automatically generating ad headlines based on your website’s content. For international campaigns, ensure that your website is properly localized to ensure the DSAs serve relevant, accurate ads.
- Automated Rules and Scripts: Set up automated rules or scripts to adjust bids, pause underperforming keywords, or raise budgets during peak times. For example, you might set rules to increase bids during holidays specific to individual regions, like Singles’ Day in China or Diwali in India.
Automation tools should be used to complement your manual efforts, not replace them. While they can help manage large campaigns more efficiently, regular oversight and optimization are still essential.
A Holistic Approach To International PPC Success
Expanding into international PPC campaigns presents both challenges and opportunities.
Success depends on taking a holistic approach that incorporates keyword localization, tailored bidding strategies, localized creatives, and effective use of automation.
By adapting your strategies to each specific market, you’ll be able to tap into the unique search behaviors, cultural nuances, and competitive dynamics of global consumers.
Remember that the global PPC landscape is constantly evolving, and regular monitoring, testing, and optimization will be key to staying ahead of the competition.
Whether you’re managing campaigns in-house or as part of an agency, these best practices will help you optimize your international PPC efforts and drive better performance across borders.
More resources:
- How To Consider The 4 Ps Of Marketing In Ecommerce & Paid Media
- 9 Proven Ways To Improve Your PPC Campaign Performance
- PPC Trends 2024
Featured Image: Mer_Studio/Shutterstock
