As savvy marketers know, it often takes multiple touches with a brand before a prospect or existing customer takes a desired action. We’ve created a sample workflow that illustrates how Google and Facebook can work together in an integrated, cross-channel way to deliver both new conversions and repeat purchases.

From Intent to Purchase

As we follow Amy through the customer journey, it’s notable that the Facebook video ad she viewed was based on the search intent from Google. Leveraging that search intent cross-channel, Marin was able to serve Amy with a relevant video ad for the particular hotel ad that she viewed. In other words, had Amy not clicked the search ad on Google, she would have never seen the Facebook ad.

This purchase is a great example of how dynamically generated micro audience segments on Facebook can deliver incremental returns from a conversion that never would have occurred had it not started with the first Google click. In a nutshell, that explains the true potential of cross-channel advertising to span the entire customer journey and drive meaningful conversions.

A Note About Attribution: Unified Versus Last-Click

As digital advertising has evolved, many advertisers have sought a more sophisticated solution than last-click attribution to track conversions. In a cross-channel world, where users see ads in different formats and often on multiple devices, it’s important to identify all the sources that influence a conversion rather than just one final conversion event.

The table below shows how a last-click attribution model compares to unified attribution in the context of a cross-channel customer journey on Facebook and Google. Instead of attributing the entire conversion to Google’s last click, you can see how a using unified attribution values all touch points in the actual user’s journey.

Here, with unified attribution, each touchpoint receives credit for the path to conversion. The total value of a conversion is one—a last-click attribution model wouldn’t give any credit to the video ad highlighting the hotel brand, which ultimately led to Amy searching on Google two weeks later and converting.

Cross-Channel Plays for Improved Performance

For more insights and tips on combining search and social for enhanced advertising performance, download our guide, Google + Facebook: A Playbook for Cross-Channel Advertising Success.


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