Categories
Digital Marketing Facebook Ads

Facebook Campaign Structure for Long-Term Success

Evergreen Campaigns

An Evergreen Campaign Structure doesn’t change much year over year: The Campaigns and Ad Sets are continually in use, and only the ad creative is changed.

Evergreen Campaigns add some structure and sanity to your Facebook Ad management. They prevent the typical disorganized Campaign sprawl that plagues most Facebook Ads Accounts. Evergreen Campaigns encourage continuous improvement and optimization, facilitates data analysis, and lowers maintenance costs.

Campaign Structure

The campaign structure is relatively simple: 3-4 primary campaigns targeting 3 main segments: Past Purchasers, Remarketing, and Prospecting.

Past PurchasersRemarketingProspecting
People who have previously purchased from you.People who have interacted with your brand via your website, social media, or otherwise, but have not purchased from you yet.People who have never purchased from you, and who have not interacted with your brand in the past 180 days.
CPA $CPA $$CPA $$$
Budget $$Budget $$$Budget $
Facebook Evergreen Campaign Structure

Audiences

Before you can create your campaigns, you will need to define some base audiences to capture purchasers and website visitors. A full description of the essential Facebook audiences that should be created is available here.

Building the Campaigns

Campaign #1: Past Purchasers

This campaign targets people who have previously purchased from you. Generally your cost per acquisition will be low, and your budget will be a function of how many customers you have.

Campaign NameBuying TypeObjective
Past PurchasersAuctionConversions

Ad Sets for Past Purchasers Campaign

At it’s most basic, the campaign contains a single Ad Set containing all your past customers:

Ad Set NameAudiences
Past Purchasers All TimePurchase 10d
Purchase 30d
Purchase 180d
Purchaser All Time

For high volume businesses that have large amount of customers, multiple Ad Sets could be create, one for each audience to have more granular control based on past purchase date. However, a single campaign targetting all past purchasers is also quite effective, trusting Facebook’s algorithm to take purchase recency into account.

Campaign #2: Remarketing

This campaign targets website visitors and people who have previously engaged with your brand on facebook, instagram, or otherwise, but who have NOT previously purchased from your business.

Your Cost per Acquisition (CPA) will be relatively low, and therefore you should manage to have a relatively large budget while maintaining a profitable CPA.

This campaign actually needs to be setup as two separate campaigns

Campaign NameBuying TypeObjective
RemarketingAuctionConversions
Dynamic RemarketingAuctionCatalog Sales
The Remarketing campaign needs to be split into two: one for regular ads, and another for dynamic product ads.

Ad Sets for Remarketing Campaigns

Ad it’s most basic, the Remarketing Campaign contains only two Ad Sets targeting visitors who engaged with your brand up to 30 days ago, and another for people who engaged with your brand up to 180 days ago (the Facebook maximum)

Ad Set NameAudiencesExclude
Remarketing 30dAdd to Cart 30d
Visitors Top 25% 30d
FB Engagement 30d
IG Engagement 30d
Purchase 30d
Remarketing 180dAdd to Cart 180d
Visitors Top 25% 180d
FB Engagement 180d
IG Engagement 180d
Purchase 180d
Add to Cart 30d
Visitors Top 25% 30d
FB Engagement 30d
IG Engagement 30d

For higher volume sites, you can consider adding more granular Ad Sets for 10, 60, 90 day etc… remarketing audiences.

Ad Sets for Dynamic Remarketing

Ad Set NameAudiences
Product View 30dRetarget Ads:
Viewed or Added to Cart
but not Purchased: 30d
Product View 180dRetarget Ads:
Viewed or Added to Cart
but not Purchased: 180d
Cart Abandon 30dCart Abandon 30d
Cart Abandon 180dCart Abandon 180d

For high-volume sites, or for periods of high sales such as Black Friday, you can also consider creating 10, 4, or even 1 day Ad Sets.

Campaign #3: Prospecting

This campaign will target “brand unaware” customers. People that have never purchased from you, and that have not interacted with your brand or site in at least 180 days.

This campaign will feed your Remarketing campaigns. You can expect your Cost per Acquisition (CPA) to be relatively high and your budgets will need to be relatively low to remain profitable. But the more you can manage to spend here, the more you will be able to spend on Remarketing.

Ad Sets for Prospecting Campaign

At it’s most basic, the prospecting Campaign should target a 1% look-a-like audience (based on the Purchase pixel event).

More advanced campaigns can also target 2%-10% look-a-like audiences, or custom interest based audiences. But it is important to always exclude your Past Purchasers and Remarketing audiences so that there is no overlap with your campaigns.

Ad Set NameAudiencesExclude
1% Look-a-like Purchase1% Look-a-like PurchasePurchase All Time
Purchase 180d
Add to Cart 180d
Site Visitors Top 25% 180d
FB Engagement 180d
IG Engagement 180d

The Big Picture

Once all the above is setup, your Campaign and Ad Sets should look something like this:

Facebook Ads Evergreen Campaign Structure
Facebook Ads Evergreen Campaign Structure

All that remains now is to create ads or duplicate your posts into these campaigns. But that is a topic for another day.

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Categories
Digital Marketing Facebook Ads

Essential Facebook Audiences

Below is a list of the Essential Facebook Audiences the every e-commerce site should create in their Facebook Ads Account. Even if you don’t plan on using them right away, creating them now will ensure that you can serve ads to these users in the future.

Past Purchasers

Past Purchasers audiences will be used to target users that have previously purchased from you. There are 4 audiences with varying time periods, to allow you to target your past purchasers by how recently they purchased from you.

To create these go to
Audiences > Create Audience > Custom Audience

Audience NameSourcePixel Criteria
Purchase: 10 dayWebsitePurchase: 10 days
Purchase: 30 dayWebsitePurchase: 30 days
Purchase: 180 dayWebsitePurchase: 180 days
Purchase: All TimeCustomer ListCustomer list upload*
* The “Purchase: All Time” audience will need to be updated every 180 days.

Visitors and Social Fans

These audiences include website visitors, cart abandoners, and people who have engaged with your content on Facebook and Instagram. These are all people that are “brand aware” and are some of the lowest hanging fruit in terms of generating sales.

To create these audiences go to
Audiences > Create Audience > Custom Audience

Audience NameSourcePixel Criteria
Add to Cart: 1 dayWebsiteAddToCart: 1 day
Add to Cart: 4 dayWebsiteAddToCart: 4 days
Add to Cart: 30 dayWebsiteAddToCart: 30 days
Add to Cart: 180 dayWebsiteAddToCart: 180 days
Site Visitors: Top 25%: 10 dayWebsiteVisitors by Time spent:
Top 25%: 10 days
Site Visitors: Top 25%: 30 dayWebsiteVisitors by Time spent:
Top 25%: 30 days
Site Visitors: Top 25%: 180 dayWebsiteVisitors by Time spent:
Top 25%: 180 days
FB Engagement: 10 dayFacebookEveryone who engaged
with your page: 10d
FB Engagement: 30 dayFacebookEveryone who engaged
with your page: 30d
FB Engagement: 180 dayFacebookEveryone who engaged
with your page: 180d
IG Engagement: 10 dayInstagramEveryone who engaged
with your business: 10d
IG Engagement: 30 dayInstagramEveryone who engaged
with your business: 30d
IG Engagement: 180 dayInstagramEveryone who engaged
with your business: 180d

Lookalike Audiences

Lookalike audiences are a good base to use for new customer prospecting. If you target multiple countries, you will need to create a separate set of these for each country.

To create these audiences go to
Audiences > Create Audience > Lookalike Audience

Lookalike SourceEventNumber of
Audiences
Audience Markers
Facebook PixelPurchase40%, 1%, 2%, 5%, 10%
Choose 4 audiences, and set markers at 0%, 1%, 2%, 5%, and 10%

Next: Campaigns

Once you’ve created your audiences, the next step is to create a Facebook Evergreen Campaign Structure properly segmented into Past Purchasers, Remarketing, and New Customer Prospecting.

Related Posts

Categories
Digital Marketing Google Ads

Google Ads Remarketing Campaign Structure

Remarketing Theory

  1. The deeper a user is in your sales funnel, the more likely he is to buy. A shopping cart abandoner is more likely to buy than a product browser who is more likely to buy than someone who briefly visited your homepage.
  2. The more recent the user’s visit, the more likely he is to buy. A user who visited your site yesterday is more likely to buy than a user who visited your site 10 days ago.
  3. The more likely a user is to buy, the more you want to bid on that user.

Audiences

Please read the post Essential Google Ads Remarketing Audiences and follow the instructions to create your remarketing audiences.

Campaign Setup

Create one campaign per major market you are targeting, and give them a descriptive name:

  • USA: Display Remarketing
  • Canada: Display Remarketing

Generally, but not always, you will want a separate campaign for every unique currency and language you are targeting.

Core Ad Groups

Creating only these two ad groups will generate 90% of your display remarketing conversions . I highly recommend you start with only these two. Only add more groups (described later) if the extra 10% in remarketing sales will justify the extra administrative complexity.

1. Cart Abandoners

This ad group will target cart abandoners: Visitors who added a product to their cart but never purchased. Dynamic Product ads perform particularly well with cart abandonment, as your visitors are shown the exact products that they added to their cart.

Audiences:
  • Cart Abandoners – 1 day
  • Cart Abandoners – 4 day

2. Product Viewers

This ad group will target users who visited a product details page but who never added a product to their cart.

Audiences:
  • Product Viewers – 7 day
  • Product Viewers – 28 day

Optional Ad Groups

Here are additional remarketing ad groups and audiences. In my experience, most conversions come from the two core ad groups identified above (Cart Abandoners and Product Viewers) but you may have a different experience depending on your business.

Just Purchased

This will show ads to people who have just purchased. This is a good place to possibly push micro conversions such as joining a loyalty program, joining a community, etc… Or perhaps up-selling them another related product?

Audience
  • Purchase 7 days

Past Customers

This is similar to the “Just Purchased” ad group, but with a longer time window. This will show ads to people that have previously purchased a product 30 or more days ago. This is a good place to advertise new product launches or promotions.

Audience
  • Purchase 30 days
  • Purchase 90 days
  • Purchase 360 days

Never Purchased

This is the opposite of the “Past Customers” group. These are people who visited your site in the past year, but have never purchased. This is also a good place to advertise new product launches or promotions.

Audience
  • Site Visitors 30 days
  • Site Visitors 90 days
  • Site Visitors 360 days
Exclude Audience
  • Purchase 360 days

New Customers, Brand Unaware

This isn’t really remarketing, but simple display advertising: These are people who have never visited your site. Your remarketing audiences are EXCLUDED so that you are only targeting people who are unaware of your product or brand. You are arguably willing to pay more for each customer as they are new customers, but this will be your worst performing segment. You can waste a lot of money here, so be careful.

Audience
  • Combination of keyword, interest, topic, and placement targeting relevant to your product and brand.
Exclude Audience:
  • Site Visitors 360 days

Other Tips

Exclude “low quality” visitors

You will have to create these audience groups within Google Analytics, and then exclude them from all your remarketing campaigns:

  • Exclude people who have bounced
  • Exclude people who have spent less than ten seconds on the site

Exclude Mobile App Placements

Exclude placements where users are unlikely to interact with your ad, or where they may accidentally click your ad, such as in mobile apps and games.

To exclude mobile apps, go to your ad group and then select:

  • Placements > Exclusions tab > Exclude placements
  • App Categories > Expand All App Categories, and exclude all app categories individually
  • Repeat for all your display ad groups

Exclude YouTube Placements

YouTube tracks View Through Conversions as if they were Click Through Conversions. This leads to attribution poaching, and makes your display campaigns appear to perform much better than they actually do. This ultimately causes you to increase bids and budgets, and overspend.

To exclude YouTube placements, go to: Campaign Settings > Additional Settings > Content Exclusions and select all of the following for exclusion:

  • Live streaming YouTube video
  • Embedded video
  • In-video

Frequency Capping

Most resources online will tell you to limit your frequency cap to about 20 times per user per month, but I suspect this is wrong. That means a user will be exposed to your ad once every other day or so, with no guarantee that he actually noticed it.

I normally set the frequency capping to 20 times per user PER DAY. If you think of how many web pages you visit in a day, 20 ads will be gone fairly quickly and you will probably miss most of them. Add in that for cart abandonment ads you really want to hit the abandoners hard within the first 24 hours, I think the 20 impressions per day is the safer bet.

But the true answer will vary based on your business, product, and customers.

A word about View Through Conversions

View Through Conversions are conversions where a display ad appeared on the screen, was NOT clicked, but the user ended up purchasing on your site sometime later. In general I recommend that everyone IGNORE View Through Conversions, in particular in remarketing campaigns.

What usually happens, is that an ad is displayed on screen, the visitor may not even see it, but clicks instead on a cart-abandonment e-mail and makes the purchase. AdWords will credit that conversion to the view through.

The one exception is for “brand unaware” customers. These are customers that have never visited your website before. If such a customer sees you ad, and purchases, then the odds are better that it was a result of your ad.

In an ideal world, there would be a simple way to test the value of your view-through-conversions, as they are different for every segment, and every business.

Other Resources

Categories
Analytics Shopify

Fix Product Performance Reports in Google Analytics with Shopify

By default, Shopify sends transactions to Google Analytics with a unique product title for each product variant. This causes the Product Performance Report to be split on the variant level instead of at the product level as it was intended.

ga-productperformance-productname
This is how Shopify data shows up by default in the Product Performance Report. Notice that the various “Trillium Parka”¬†variants are ungrouped because of the different size and color information in the product name. This makes it difficult to see “Revenue by Product” for all “Trillium Parkas”.

If, for example. you are selling winter boots, and someone buys a size 10 in Black, Shopify will send the product name as “Winter Boots – 10 / Black” instead of just “Winter Boots“. This is a bug as as the variant details are already included in the Google Analytics “Product Variant” column.

The Solution: GA Custom Data Import

The solution to this problem is to overwrite the Shopify data using the Google Analytics Custom Data Import tool.

1: Export your Product Data

First we need to export all our product data – we can accomplish this by creating a custom Collection Template that generates a CSV report instead of the standard HTML.

a. Create a new Collection Template

Call the new collection template csv-ga-product-feed and paste the following code:

{% layout none %}{% paginate collection.products by 1000 %}ga:productSku,ga:productName,ga:productVariant{% for product in collection.products %}{% for variant in product.variants %}
{{ variant.sku }},{{ product.title | replace: ',','' | remove: '"' | remove: "'" | strip_html | strip }},{{variant.title | replace: ',','' | remove: '"' | remove: "'" | strip_html | strip }}{% endfor %}{% endfor %}{% endpaginate %}

(also available on GitHub here)

b. Create a new Collection based on your csv-ga-product-feed Template

Select the products you want to include in this feed (probably all your products). These will be the products whose values will be overwritten in Google Analytics. Call your collection “Google Analytics Product Data Import” or something similar and save it.

c. Download your Product Feed

  • View your new collection in your store (eg: store.myshopify.com/collections/google-analytics-product-data-import)
  • View source in your browser and save as HTML
  • Rename the file with a CSV extension (eg: google-analytics-product-data-import.csv)

2: Setup and Import the data into Google Analytics

WARNING! You can really mess up your Google Analytics data if things go wrong. I highly recommend that you duplicate or backup your Google Analytics view and do a trial run before working with your live data. Once you upload this new data and overwrite there is no UNDO!

a. Setup the Data Feed

  • Go to Google Analytics > Admin > Account > Property > Data Import
  • Click the red “+ NEW DATA SET” button
  • Select “Product Data”
  • Give your Data Import a name: “Product Name Override”
  • Select the Google Analytics Views you want this import to affect
  • Setup your Data Set Schema: Product SKU is the mandatory key, but select Product and Product Variant as the additional fields.
  • Overwrite Hit Data: Choose Yes (but read my warning above)
  • Click Save and Done

b. Upload your data feed

  • Click on “manage uploads” beside your new Data Feed definition
  • Click the blue UPLOAD button
  • Choose your CSV file and click UPLOAD again
  • And now wait for the upload an update to be complete

3: Verify your new data

The data upload will only affect data from this date forward. So your old data will not be fixed. But your future data will be nice and clean… Until you add new products to your store, in which case you will have to repeat this process.

You will need to wait at least a day before you start seeing the new data coming in. If you add new product SKUs to your store, you will also need to regenerate and reupload a new file in order for the new product data to be fixed.

Categories
Shopify

Shopify Cancelled Orders and Google Analytics

By default, when you cancel an order in Shopify, that transaction remains as positive revenue in your Google Analytics.

To “cancel” the transaction in Google Analytics you have to send a negated version of the transaction. To do this in Shopify you have to create a Webhook on Order Cancelled that hits a script (located on the same root domain as your store) that will call server side Google Analytics e-commerce code to negate the transaction.

Webhook Endpoint Dependencies

Details

Place the following code into a file that will act as your Order Cancelled Webhook endpoint (ie: www2.mydomain.com/webhooks/order-cancelled.php).

Make sure you:

  • Update the script to use your GA Account Id and Root Domain.
  • Change the path of autoload.php to point at your php-ga library
<?php
use UnitedPrototype\GoogleAnalytics;
require_once '../includes/autoload.php'; // Update to point at your php-ga install

$GA_AccountId = 'UA-********-1'; // Update with your GA account
$GA_domain = 'mystore.ca'; // Update with your root domain
$webhookContent = '';
// Read the webhook content
$webhook = fopen('php://input' , 'rb');
while (!feof($webhook)) {
  $webhookContent .= fread($webhook, 4096);
}
fclose($webhook);

if (!empty($webhookContent)) {
  // Convert the webhook content into an array
  $shopifyOrder = json_decode($webhookContent, true);

  // START GOOGLE ANALYTICS
  $tracker = new GoogleAnalytics\Tracker($GA_AccountId, $GA_domain);

  $visitor = new GoogleAnalytics\Visitor();
  $visitor->setIpAddress($_SERVER['REMOTE_ADDR']);
  $visitor->setUserAgent($_SERVER['HTTP_USER_AGENT']);
  $visitor->setScreenResolution('1024x768');

  $session = new GoogleAnalytics\Session();

  $page = new GoogleAnalytics\Page($_SERVER['REQUEST_URI']);
  $page->setTitle('Order Cancelled');

  $tracker->trackPageview($page, $session, $visitor);

  $transaction = new GoogleAnalytics\Transaction();
  $transaction->setOrderId($shopifyOrder['name']);
  $transaction->setAffiliation('');
  $transaction->setTotal(-$shopifyOrder['total_price']);
  $transaction->setTax(-$shopifyOrder['total_tax']);
  $transaction->setShipping(-$shopifyOrder['shipping_lines'][0]['price']);
  $transaction->setCity($shopifyOrder['billing_address']['city']);
  $transaction->setRegion($shopifyOrder['billing_address']['province']);
  $transaction->setCountry($shopifyOrder['billing_address']['country']);

  foreach ( $shopifyOrder['line_items'] as $product ) {
    $item = new GoogleAnalytics\Item();
    $item->setOrderId($shopifyOrder['name']);
    $item->setSku($product['sku']);
    $item->setName($product['title']);
    $item->setVariation('');
    $item->setPrice($product['price']);
    $item->setQuantity(-$product['quantity']);
    $item->validate();
    $transaction->addItem($item);
  }
  $transaction->validate(); 

  $tracker->trackTransaction($transaction, $session, $visitor);
  // END GOOGLE ANALYTICS
}
?>

Setup the Webhook in Shopify

In your Admin dashboard go to:

  • Settings > Notifications > Webhooks (at the bottom)
  • Create a Webhook
  • Event: Order Cancellation // Format: JSON // URL: The full url of your php file

Test

  • Google Analytics: Got to the Real Time > Content report
  • Shopify: Click “Send test notification” link beside your webhook.
  • Google Analytics: You should see a page request popup with your script name
  • Google Analytics: Wait a few hours and then (for transactions to register) and then go to Conversions > Ecommerce > Product Performance and you should see a sledge-hammer and wire-cutter products (the Shopify sample data) along with negative quantities and value.

Related Resources