Why We Track the Customer Journey: 3 Good Reasons

Quick question: should you invest more into the consumer who has searched for local auto-body shops, how to make an insurance claim, and then “car accident lawyer,” or the consumer who has just searched “car accident lawyer?” The answer is, of course, the former. We know that they have been in an accident, we know that they are making an insurance claim, and we know that they need a lawyer. What do we know about the second consumer, other than they want to know about car accident lawyers? 

 

1. Invest Where it Matters

Advertising is a game of wise investing and strategic placement. “Car accident lawyer” won’t be a cheap search term, no matter where you are. It’s important not to spend exorbitant amounts for each click by someone who isn’t even in the market for a lawyer.  By narrowing your audience down through search histories, you are saving money on PPC.

 

2. Reliable Customers

Visibility is vital for brand awareness and future conversions, but shouldn’t be the focus of targeted search campaigns. The customer journey is not vital for visibility campaigns, which largely appear on Youtube and Display ads. Search ads can be highly targeted and are a high-investment-high-return type of advertising. You can, and should, target consumers who you know are on the path to hiring a lawyer. Don’t use search ads to try and convert people who aren’t interested.

 

3. Actionable Metrics

Through Google Analytics and/or Google Search Console you can see where your clients are coming from. You can see their customer journey, how they found their way to your website, and at what step in their search they chose to convert. These metrics will show you where to invest in advertising and where to focus on link-building. Knowing how to connect with your clients before they even know they are going to convert is the goal of any good advertising campaign.

Deciding when to intercept a customer is a skill, and one that we excel at. We take pride in our experience running successful search campaigns. If you would like to discuss opportunities for your firm, contact Mockingbird today.

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