Как спланировать расходы на рекламную кампанию?
02.09.2021Прежде чем приступить к планированию расходов, необходимо протестировать РК. Иначе невозможно понять, сколько потребуется вложить в то или иное количество продаж. Материал статьи поможет выяснить, каким образом планировать расходы на рекламную кампанию.
Содержание
Как правильно планировать расходы на рекламную кампанию
Заказчики бывают разные и некоторые из них стремятся навязывать какие-то цифры и KPI еще до проведения тестов. От таких заказчиков лучше отказаться или попытаться в деталях донести, что к чему. Сперва нужно сделать тестирование для получения целого ряда показателей: CPC, CPM, трафика, конверсии, стоимости заявки и т.д. Планирование расходов будет зависеть от сложности проекта, требований заказчика и бюджета, который вы, как специалист, озвучите. Чем больше будет вводных, тем лучше.
Читайте также: Как настроить кампанию с лид-формой в Facebook Ads
Пример планирования расходов
У вас есть спортзал, абонемент в который вы продаете через Инсту. После тестирования РК стало понятно, что заявка обходится в 100 руб. Если заказчик желает получить 100 продаж, то ошибочно можно посчитать, что на рекламу нужно потратить 10 тыс. руб. На самом деле не все так просто. Ведь записаться в спортзал могут не с каждой заявки, а, например, через одну. Тогда одна продажа будет обходиться в 200 руб. Но даже в этом случае в месяц потребуется не 20 тыс. руб.
Если увеличивать бюджет на рекламу, то высока вероятность увеличения стоимости трафика и, соответственно, заявки. Это объясняется конкуренцией между более дорогой аудиторией. Поэтому при планировании расходов нужно учитывать то, что цена возрастает. Плюс ко всему необходимо брать запас, чтобы добиться нужного KPI. Например, можно предположить, что цена вырастет на 30%. В преддверии Нового года количество рекламы увеличится и цену придется увеличить на 50%. Вместо 200 руб. продажи будут стоит 300 руб. Соответственно на бюджет придется выделить 30 тыс. руб. для получения 100 лидов. Если у вас стоимость абонемента составляет 1500 руб., а спортзал люди посещают в среднем полгода, то трафик окупится сполна.
Работа с большими проектами
Суть планирования остается прежней, но только учитывается больше переменных. Нужно понимать, что продажи будут не всегда мгновенные. Могут быть ситуации, когда благодаря таргету клиент будет подталкиваться к покупке, а может только знакомиться с такой информацией. Совместно с заказчиком необходимо выбрать показатель, по которому будет устанавливаться KPI. Возможно, это будут не продажи. В остальном все аналогично описанному примеру.
Читайте также: Как вернуть НДС за рекламу в Instagram и Facebook
Работа с ограниченным бюджетом
Если отталкиваться от четко установленного бюджета, то неизвестная переменная – количество целевых действий. Если заказчик выделил 20 тыс. руб. бюджета при цене продажи в 200 руб., то путем подсчета получаем 300 руб. – стоимость продажи с учетом поправки на возможное увеличение цены. Соответственно делим 20 тыс. руб. на 300 и получаем 66 продаж. Именно эту цифру стоит озвучивать заказчику и держать ориентир на нее.
–> ЛУЧШИЙ TELEGRAM-КАНАЛ О НАСТРОЙКЕ ТАРГЕТИРОВАННОЙ РЕКЛАМЫ <–
Практикующий таргетолог и автор двух практических курсов по тергетированной рекламе.
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