Every advertising medium has them. Those threadbare turns of phrase, transformed into ignorable “blah blah” filler from overuse and utter lack of credibility. In traditional broadcast advertising, they include such “gems” as:
- “For all your ____ needs”
- “Serving YOU since 19XX
- “Fast, Friendly Service
- “Competitive pricing
And, yes, the relatively new platform of PPC Advertising also has its own overused and patently un-believed claims and phrases. Just take a look at these two ads. They both feature a cliche, but one does so fare more prominently than the other. you should be able to pick it out immediately:
Yup, “Huge Selection” is almost the quintessential PPC Advertising Cliche.
When most PPC Ad Writers aren’t quite sure what to say about the stuff the advertiser is selling and they’re too afraid to make a claim of quality for the goods themselves, they can always fall back on promising a large selection. As in, “You’re sure to find what you’re looking for with our HUGE SELECTION”
Professional PPC Ad Writers know better. If you’re going to make an unqualified claim, make sure the claim matches what the searcher is really hoping to find. ‘Cause no one is hoping to find 1000s of, say, t-shirt designs; they’re hoping to find UNIQUE or DISTINCTIVE t-shirt designs. Just as brides-to-be don’t want to sort through a HUGE SELECTION of bridesmaids gifts — they just want to find gifts their bridesmaids will actually like.
So, heck, as long as you are slinging un-proven claims around in your PPC Ad, why not claim something the buyer is actually interested in, right? You better believe that’s right, because scores of PPC tests prove this rule of thumb to be a sure-fire CTR-booster.
And that’s the case here. Notice that the changes in the winning ad were small. The booster changed the claim of “Huge Selection” of round wool rugs to one of “colorful” round wool rugs. This also pulled the keyword phrase of “Round Wool Rugs” entirely onto the first line rather than splitting it over two lines of copy.
And other than shortening the final call to action a smidge, that’s it; those are the only changes made to the ad. But think about it, if you’re looking for a round wool rug, which is a more promising claim: that the rugs for sale are colorful, or that they online store has a “huge selection”?
Well, most people picked colorful, to the point where the winning ad (penned by booster wordisborn) more than doubled Click-Through Rates, boosting CTR by 181%
And that’s a tip you can take to the bank