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Paid Search: Outperforming Residential Home Service Competitors

Ryan Chute
Ryan Chute
May 20, 2022
Paid Search: Outperforming Residential Home Service Competitors

As we travel further into the ever-expansive digital age, the internet becomes more and more ingrained into our everyday lives. We use it for everything from communicating with friends and family to researching products and services before making a purchase. Because of this, small businesses have had to adapt their marketing strategies to include a strong online presence, and paid search has become one of the most important tools in a business owner's toolbox. Research conducted by the Statista Research Department has found that in 2022, paid advertising spending in the U. S. was estimated to reach 95.2 billion dollars. This is out of the over 280 billion total online media advertising spending forecast for the year. Needless to say, companies left and right are devouring paid search channels for their shot in the spotlight of SERP real estate. However, many fail to shine through the competition due to common mistakes. In this guide, we'll show you what it takes to create a stellar paid search campaign that will help you rank higher in SERPs, drive quality traffic to your website, and improve your ROI.

Paid Search and PPC Advertising

Paid search is a form of digital advertising in which advertisers use paid placement, or pay-per-click (PPC), to secure visibility for their ads on search engine results pages (SERPs). Paid search is distinct from organic search, which refers to non-advertising methods of securing visibility on SERPs. Paid search is a key component of PPC advertising as it's a model of online advertising in which businesses can purchase ad space on SERPs. When a user clicks on an ad, the business pays a fee to the search engine. This fee is typically based on a cost-per-click (CPC) model, meaning that businesses only pay when someone clicks on their ad. Paid marketing is an effective way to drive traffic to a website and can be a valuable tool for businesses of all sizes. For small businesses, paid search can be a cost-effective way to compete against larger businesses that may have more resources dedicated to organic search marketing. And for larger businesses, paid search can help supplement organic search efforts and reach new customers. At Wizard of Ads®, we help home service businesses build their brands and grow their businesses with our proven marketing strategies. Our approach to paid search is focused on generating the highest quality leads at the most efficient cost per lead. To learn more about the "wizdom" we offer, book a call with us today!

SEO vs. PPC

SEO vs. PPC

SEO and PPC are two of the most common digital marketing strategies. They both have their own advantages and disadvantages, so it's important to understand the difference between them before choosing which one to use for your business. SEO is short for search engine optimization. It is a type of search engine marketing that optimizes a website for Google's search engine algorithms to earn higher web traffic levels and improve the visibility of the site. One of the main benefits of SEO is that it is a long-term strategy that can continue to bring in results even after you stop working on it. However, it can take a while to see results from SEO, and it requires ongoing effort to maintain those results. PPC is a form of online advertising in which businesses pay Google for each click that their ads receive. PPC is a shorter-term strategy than SEO, and it can provide results more quickly. However, you will continue to pay for each click that your ad receives, even after you stop running the campaign. PPC is best used as a complement to SEO, not as a replacement for it. Both SEO and PPC can be effective ways to generate traffic to your website. Which one is right for you will depend on your business goals and budget. But ideally, it's great to use both methods to get the most visibility for your website.

The Benefits for Small Businesses

As a small business, paid search is a great way to get your name out there, attract new customers and outshine the competition. Here are some other enticing reasons to give paid search a go.

Saves Time

Paid search is a great way for small businesses to save time on their advertising campaigns. By using paid search, businesses can automatically target their ads to potential customers who are searching for relevant keywords. This ensures that your ads are more likely to be seen by people who are actually interested in what you have to offer. Paid search can also be customized to target specific demographics, interests, and even locations. Paid search is an extremely powerful tool for reaching your target audience. Best of all, paid search is relatively affordable, making it a great option for small businesses on a tight budget.

Immediate Results

Another favorable benefit of paid search is that it provides small businesses with immediate results. You can create an ad campaign and start driving traffic to your website within minutes. This will not only get your business in front of potential customers right away but also give you an idea of how effective your keywords and ad copy are. Paid search is a great way to test different marketing strategies before investing a lot of time and money into other methods. Paid search is also very flexible, allowing you to adjust your budget and bid amount at any time. This can be helpful if you want to scale up your campaign to reach more people, or if you need to cut back for any reason.

Real Time Data Tracking

Real Time Data Tracking

Paid search allows you to track your progress in real time, so you can see how well your ads are performing and make changes on the fly. This is a huge advantage over other marketing channels where you have to wait for weeks or even months to get feedback on your campaigns. For example, if your HVAC company is running a paid search campaign and you notice that your ads are not getting clicked on as much as you'd like, you can quickly make changes to your ad copy or targeting settings. Then, within days or even hours, you can see how those changes impact your results. This level of flexibility and control is simply not possible with other marketing channels. Paid search is highly measurable. You can track exactly how many people saw your ad, clicked on it, and then took action (such as making a purchase). This level of transparency is incredibly valuable for businesses of all sizes.

Can Start Running with a Low Budget

Low budget? No problem! Paid search is a great way to start small with a low budget. You can set your daily budget to as little as $10. Make sure you check your account daily after applying a new budget to assess your PPC campaign performance. You can always adjust your budget up or down to get the results you need. For example, if you are a plumbing company, you may want to start with a budget of $50 per day. After a week, check your campaign results to see how many clicks and impressions you’ve received. If you feel that you need more clicks to generate leads, you can raise your budget to $75 per day. On the other hand, if you feel that you are getting too many clicks but they are not converting to customers, you can lower your budget to $25 per day. PPC is a flexible way to advertise and with the right strategy, it can be very effective for your business.

Why Use Paid Search?

At its very core, paid search is about outperforming your competition in the auction to drive more traffic to your site at a lower cost per acquisition. These days, if you don't have a solid paid search strategy in place, you're likely missing out on valuable leads and customers. If we haven't convinced you yet, here are [three top reasons](https://www.hbs.edu/ris/Publication Files/17-025_dce88d96-f2d7-4147-80b3-f1d345a76765.pdf) why you should start investing in paid search today:

Increases page views
  • Increases page views

Paid search is a great way to increase paid traffic and pageviews on your website. By bidding on high-traffic keywords and running popular ads on these keywords, you can ensure that your website appears at the top of SERPs, which in turn drives more traffic to your site. As a residential home service business, this is crucial because the more traffic you have on your website, the greater the chance that someone will click on your ad and contact you for services.

  • Helps businesses understand consumer intent

Consumer intent is basically the main reason why people search for something on the internet. When you know what someone is looking for when they search for a certain keyword, you can target your ad directly to them, which increases the likelihood that they will click on it. For instance, when someone is looking to replace their air conditioner, they will most likely type in “air conditioner replacement” into the search engine. However, if they are just looking for information on air conditioners, they might type in “air conditioner reviews” instead.

  • Drives an influx of reviews

In addition to reeling in more customers, paid search also has the ability to increase business reviews, which is essential for any home service company. The logic behind this is pretty simple—the more customers you have, the more likely it is that you’ll receive reviews. And as we all know, online reviews are important for boosting SEO and generating leads. Paid search makes it possible to increase the number of customers, which in turn leads to more reviews and a surge in the customers' trust and reliability in your brand. As you can see, paid search is a valuable tool for any small business looking to improve its online presence and generate more leads. If you’re not already using paid search, you're choosing the fate of standing in the shadow of your competitors. Getting started can be an intimidating venture, but it doesn't have to be. At Wizard of Ads®, we have a team of experts that can help you get started with paid search and ensure that your campaigns are set up for success. Book a call with us today to learn more!

(Online)
(Offline)
(Paid Search)
Ryan Chute
Ryan Chute

"My milkshake brings all the boys to the yard, And they're like, it's better than yours, Damn right it's better than yours, I can teach you, but I have to charge." -Kelis Yeah. This is what I do for Home Service Companies.

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Frequently asked questions

Questions? We’ve got answers.

Who does the Wizard of Ads® for Contractors work with?

Wizard of Ads® for Contractors work with healthy and growing Residential Home Service Contractors hungry to grow by multiples, like you.

You are ready, willing, and able to grow your business. You are open to change and are seeking a distinctive angle of approach to gain the time and attention of a too-busy public.

You know that lasting relationships take time, patience, and good energy to nurture and cultivate. We carefully enter into every arrangement with the intention of working with you for as long as you own your business. You prefer lasting partnerships.

You are already a solid operator. You have successfully grown your business and appreciate the impact the right brand story will have to get to the next level in your operation. You know a strong relational message takes time to gain momentum, but it’s worth the one-time short-term discomfort for the long-term gains.

Marketing cannot fix a failing business.

We accelerate what’s already happening in a business. If your business is on the rocks, marketing will only speed up the inevitable.  

You’re focused on lasting change that leads to exponential, profitable growth, not just sales at any cost. Intuitively, you know that communication that enhances every element of your customer's experience and your employee's culture is the key to your success.

How does the Wizard of Ads® for Contractors charge?

Traditional marketing agencies are designed to capture the greatest amount of revenue from a client, regardless of results. Every last item is billed and expensed to the client. Typical agency fees can represent a whopping 55% of the entire advertising budget. That means a $5 million dollar advertising budget, you would spend $2.75 million on agency fees.

Think of Wizard of Ads® for Contractors as the Anti-Agency.

Our income is not tied to your advertising budget. Our income is exclusively tied to your growth. Our goal is to maximize your advertising impact with the lowest reasonable spend. This allows you to spend only what is necessary or to put extra horsepower into aggressively growing in your market.

The genius of this model is that it perfectly aligns our motivations as true partners for exponential profitable growth without the pain of being unaffordable. Ultimately, we are confident in taking the risk of being underpaid in the first few years because we know the results always speak for themselves.

Next, we do not accept commissions, referral fees, kickbacks, or other compensation from any service providers we recommend or engage for production work. Most agencies do. This includes the 15% agency commission for media buying. This approach is considerably different from the compensation plan employed by most advertising agencies, as it eliminates any potential conflicts of interest and allows us to focus our entire attention on helping you grow your business profitably as a true partner. For example, a $500,000 annual media buy would involve a $75,000 commission that we would have removed directly from your media providers' invoices.

This is the perfect pricing model for Residential Home Services.

By tying ourselves to gross revenue, we only have one motivation. Your motivation. We have no motivation to convince you to spend more money on marketing than what is necessary, and since we are a variable expense to sales, we NEVER become too expensive to have us on your team.

In almost every case, we end up lowering the amount of money you spend. We will stay within your planned marketing budget, including your media spend, production, and our Annual Fee. Add on the fact that you get any and all commissions back for media buys and various services provided by outside providers, and you will actually save money having us on your team.

Don’t forget, we have the largest buying power in North America for media buying, meaning for every dollar you spend buying media, we only spend 27 cents on average. This stretches your reach, impact, and frequency in a way no other agency (or yourself) can achieve on your own, saving you hundreds of thousands of dollars, eventually millions, every single year.

Clients who heed our advice and embrace our Marketing Strategy quickly add $1 million in incremental revenue to their business, making your investment a smart bet and a bit of a no-brainer.  

There is no longer any guesswork, hope, or fear that our marketing strategies are going to work. If our client’s are able to abandon any limiting beliefs about marketing, deliver operational excellence, and play the long game, our marketing strategy will accelerate their profitable growth.

Wizard of Ads® for Contractors pricing model is based solely on the topline revenue of your company. It consists of an Upfront Fee and an Annual Fee. These fees are inclusive of scheduled travel, services, and all other expenditures as outlined in the Consulting Agreement.

The Upfront Fee covers the intensive Uncovery Process, the first year’s Media Buy, the Creative Process, and the Market Research while the Annual Fee goes toward implementation, ongoing creative and consulting, and next year's media buy. You get a team of 3.5 people, with direct access to a top tier Creative Lead and Media Buyer, and on-demand access to me as your Master Strategist. You will also have a full-time Account Manager keeping everything on track.

While the upfront does have an initial pinch, it is easy to amortize the investment over the many years we will be working together to grow your business. Wizard of Ads® retain clients for 10 years, on average. The sale of the business is the number one reason for termination. We actively terminate the bottom 1% of clients who are unwilling or unable to follow our strategies.

Wizard of Ads® for Contractors believes that all rewards should be directly correlated to the success of our clients. This means that the Wizard of Ads® for Contractors only receives a raise when the company achieves growth. For example, if your gross sales for the year have increased by 25%, the Annual Fee you pay us in the following year will also be increased by 25%. Likewise, if your gross sales decrease, our Annual Fee will decrease by the same percentage during the following year.

This is an exceptionally easy and fair way to track and reward success. This model was developed by Wizard of Ads® over 35 years ago and has served us well because it serves our clients well.

As a rule of thumb, we take the risk of working for considerably less than our actual value in the first few years as we help accelerate growth. This means you need to be willing to pay us exceptionally well when you start doing even better.

When should I engage The Wizard of Ads® for Contractors?

There are four key revenue stages for engagement with the Wizard of Ads® for Contractors.

  1. Under $3.6 million in revenue
  2. Between $3.6 and $10 million in revenue
  3. Between $10 and $20 million in revenue
  4. Over $20 million in revenue

Under $3.6 million in revenue is an investment in your brand. This will serve you well in establishing your brand story early on and help you with your name, logo, and truck wrap design. It's easier to create pictures from a story than it is to make a story based on pre-drawn pictures. You'll be glad you did. Everyone on a fast path to growth is.

Most clients start with Wizard of Ads® for Contractors between $3.6 and $10 million in revenue. They have often seen a natural ceiling with their leads for demand service and are looking for ways to push past the ceiling. This can only be done with a properly executed brand strategy, specifically in mass media with a sticky story.

Between $10 and $20 million in revenue, Wizard of Ads® for Contractors has some natural economies of scale. This is a sweet spot where Wizard of Ads® for Contractors can offer some added value in getting the ball rolling.

Over $20 million in revenue is actually the lowest cost point of entry as a percentage of revenue, but not the cheapest time to start with the Wizard of Ads® for Contractors. Leveraging all economies of scale aside, we have been left out of the upside along the way, so engaging when over $20 million in revenue means we have to mend a lot of fences damaged along the way. This is also where clients see significant savings in their media buys and production costs.

There are also three market sizes to consider.

  • Primary Markets are the top 50 cities in America.
  • Secondary Markets are the smaller cities in America.
  • Tertiary Markets are the more rural trade areas in America.

When considering an engagement with The Wizard of Ads® for Contractors, consider what size market you are in. For example, a $3.6 million company in a Primary Market will struggle to get the necessary reach needed to make a splash. You either have to be more patient than a larger company or spend more money to accelerate your reach.

Alternatively, a $5 million company in a Secondary Market will look like a pretty darn big fish in a medium-sized pond.

A $20 Million company in a Primary Market will feel like a $50 million company using our strategies to potential customers.

The key to remember is that the earlier you start with the Wizard of Ads® for Contractors, the lower the investment to get started. As they say, the best time to plant a tree was 20 years ago. The second best time is today.

Are production costs included in your fees?

The Wizard of Ads® for Contractors Creative Lead will create the ad copy, cast the voice actors, source the production house, direct the performance, pick the music bed, manage all the edits, and provide you with the completed ad for final approval before sending to air on your behalf. This is included in our fees.

You pay for the production house, actors, royalty-free music, and jingles directly to avoid any potential for markups, commissions, or management fees.

We have many friends in the industry that give our clients good deals due to the large volume of work we provide them. We will introduce you to them.

How long before a brand-forward strategy starts working?

In approximately three months of activation, we’ll just be getting live on air. In six months (3 months on air), you’ll be getting anecdotal feedback from people that you are being heard, but there will be no direct line to revenue.

After 6 months on the air, you’ll think you made the biggest mistake of your life signing up for this branding nonsense. After 9 months on the air (12 months in) you’ll see the light at the end of the tunnel.

At 12 full months on the air, you’ll know why you did this branding thing. Two years from now, we'll be clinking champagne flutes as you wonder why you didn’t do this sooner.

How long before we’re live?

The general guideline is 70-120 days, depending on the level of production needed and if there is a name change to your business.

This includes an onsite visit, a deep dive into research, and getting things created, negotiated, approved, produced, and live on the air.

  • Uncovery - 15-30 days based on travel. 1-2 days onsite.
  • Research - 30-60 days based on the scope of work.
  • Creative and Media Buy Process - 45 to 60 days
  • Offline Production - 15 days for radio. 30 - 60 days for television.
  • Online Production (if switching) - 60 days

This means planning for roughly 90 to 120 days in the proper development and production of a completely unique Marketing Strategy before anything hits the airwaves.

Are you exclusive?

Creatively, yes. During the term of this Agreement, all Creative Partners assigned to your Account shall not engage, directly or indirectly, as an employee, officer, manager, partner, consultant, agent, owner, or in any other capacity, in any competition of the client, including any company engaged in marketing consulting.

For clarity, the Creative Partner is defined as the individual Wizard of Ads® Partners who is responsible for creating your creative strategy and ongoing creative copy. Competition is defined as companies that engage in the same industry and business units (e.g., HVAC, Plumbing, etc.) as you. The market area is defined as the area where the marketing message naturally reaches through DMA or 60 miles from the city center of the client's service area(s).

Naturally, we exclude any potential future competition in markets where you are not currently active at the date of signing.

We do not limit Media Buyers in any market. Media Buyers get better deals for larger volumes, making it beneficial for the client to have the Media Buyer available to do as many buys as possible to secure the best deals on the client’s behalf.

Do you do digital marketing?

In rare circumstances, Wizard of Ads® for Contractors will provide specific digital marketing solutions. Wizard of Ads® has very specific Partners that provide digital services that serve Residential Home Services effectively. Under no circumstances will digital marketing services be offered without Wizard of Ads® for Contractors' core solution.

It is most likely that Wizard of Ads® for Contractors will work with your existing digital partners and suppliers. If you do not have a reliable digital provider, we would be happy to introduce you to a number of great providers that play nice with Wizards.

Do you do jingles?

Wizard of Ads® for Contractors can assist you in getting a jingle for your business. Like any other tactical element of a marketing strategy, we do not produce a jingle for the sake of a jingle.

If you do not have a story or a strategic reason to have a jingle...or an ad campaign to tie it to, do not waste your hard-earned money on a jingle. You are wasting your time and money.

When you do build a single unified marketing strategy that incorporates a jingle for a specific (often scientific) reason, we have a Jingle Wizard who has studied the art and science of jingle design.

He will score you an original, royalty-free jingle, including professional singers, musicians, and producers. He will not knock off a generic jingle from a publicly available music bed that sounds like everyone else's jingle.

Your jingle will serve a very specific reason and produce a very specific result. Have you guessed how much we love jingles yet?

Who owns the copyrights?

Wizard of Ads® for Contractors owns your copyright for two very specific reasons. We also provide a fair use clause in all contracts to ensure you are in no way limited to the access of your creative works, whether you are working with us or not.

The first reason we own your copyright is to ensure that we do not have to go up against our own creative works in other markets we serve. This means you are not allowed to lend, give, borrow, tweak, rent, lease, or sell your creative works to any other company at any time.

The second reason we own your copyright is that we can establish a one-time value for your creative works in the event that someone steals the content. Upon selling you the copyrights, you can go after the perpetrator for theft and make a considerable bounty in a slam dunk case.

Here is how Wizard of Ads® word the fair use of your copyright for as long as your business is in operation:

All writing and/or marketing materials we create for you are not works-for-hire. Wizard of Ads® for Contractors hereby irrevocably grants you, and your successors in interest, the non-exclusive, royalty-free, non-transferable, and worldwide right to use the Works in connection with the marketing of your business pursuant to the Marketing Strategy for so long as your business is operational.
How do I measure brand results?

There are a number of interesting ways to measure results. Some people like to get unique identifying telephone numbers, or create branded URLs that redirect to landing pages or the website. However, much of this is a waste of time and energy as it never tells the true story of the brand journey and how it affected the decision-making process.

Other indicators of brand effectiveness include tracking new customers, reactivated customers, or running a brand equity survey to get a sense of your share of mind. Digitally you will see direct search increase, which cannot be affected by anything digital, as well as branded keyword inquiries increase. You’ll, of course, need to get your digital people to add these to your campaigns if you hope to see an increase in conversions.

Wizard of Ads® for Contractors tracks the simplest of indicators. Top line revenue. When your branding takes effect, and the company responds in kind from the phone call or form fill-on, top-line revenue will increase. Efficacy is plotted on a T12, and total lead volume from all sources is tracked.

12 things you should know before signing up.
  1. Quality relationships take time. Branding is a long-term strategy. That’s why most contractors do it wrong, or not at all. There is always a lag between the start of the new campaign and the time it takes your customers to connect the dots. You MUST BE READY, WILLING, AND ABLE to endure this lag period. In our experience, the lag is typically 6 to 9 months, depending on how competitive the marketplace is, your company’s reputation, your budget in relation to reach, and the eight uncontrollable environmental factors. During this time, we will be helping you implement a transition plan to ease the pain. The good news is that this lag only happens once.
  2. Decisions by Committee. We completely reject the notion of decisions by committee. We work with a single, courageous decision-maker. We welcome decision influencers, but we only look to the Owner for the final decision. All decision-makers and influencers must be involved in the Uncovery and Marketing Strategy Presentation if they want to offer input in the future. It is critical that we have a 100% fully approved plan that can be defended and championed by all leaders in the organization.  
  3. Proven Strategy. That means we are not the low-cost provider. With nearly 200 home service clients and a book of strategic devices, tools, and tactics, this isn’t a guessing game for us. We know what to do to make your externally triggered grudge purchase appealing to your potential buyers. If you can deliver the goods, we can continue building relationships. If you are uncomfortable with the idea that you are paying us less now so that you can pay us considerably more once revenues allow, please do not commit. We intend to be your true partners, in sickness and in health...so long as you own your business.
  4. Automatic Payments. Everything is on automatic payments. If you struggle with managing cash flow, figure that out in your business first. We accept all major credit cards and ACH payments.
  5. We Cause Problems. If you don’t have a capacity issue now, I promise you will in about 9 months. Let’s deal with recruitment out of the gate as part of your comprehensive marketing strategy.
  6. We Own the Copyrights. All writing and/or marketing materials we create for you are not works-for-hire. We irrevocably grant you, and your successors in interest, the non-exclusive, royalty-free, non-transferable, and worldwide right to use the Works in connection with the marketing of your business pursuant to the Marketing Strategy for so long as your business is operational.
  7. Brand Building. We will be steering you to limit the use of discounts, rebates, coupons, and sales to attract clients. We know this feels counterintuitive to many, and we will clarify our reasoning. Rest assured, we have considerable experience in creating similar offers that are not damaging to your profitability, your brand’s integrity, and your preferable long-term client relations.
  8. Creative Authority. We must have creative authority over the words. You can accept copy as written or reject it outright, but you cannot modify the words yourself. If you do not like something as written, we are happy to discuss it and make the necessary change to maintain the integrity and intention of the words chosen. Alternatively, we will scrap the concept and create new copy that you are happy to get behind 100%.
  9. Proprietary Algorithm. The media buy must be structured in a very specific way, including running a full 52-week schedule. It is based on brain chemistry, not P&Ls. Once we have committed to the buy, it’s important to avoid adjustments unless they are calculated additions.
  10. Knucklehead Factor. You should expect knuckleheads. For example, when you start running ads that are certain to get attention, you need the courage to continue running those ads, even when you receive complaints. We celebrate complaints. It means we’ve made people feel.
  11. Digital Weasels. In about three months from the time your advertising campaign hits the airways, your digital marketers will show you a marked increase in direct and organic traffic. Some Digital Marketers will mistakenly claim this success as their own. Done properly, you can continue to spend less and less on digital lead generation by increasing your branded keyword online presence.
  12. Annual Marketing Meetings. Travel permitting, we prefer to hold Annual Marketing Meetings (AMMs) outside your city. Years of experience have taught us that we get better results when decision-makers are outside their sphere of influence, away from the day-to-day distractions of the office.

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