Every business owner already knows that putting a good lead generation strategy in place helps to target high-quality prospects that are more likely to convert into customers.
However, generating high-quality leads is not an easy task. Marketers revealed in a survey carried out by HubSpot that generating high-quality leads is one of their biggest lead generation challenges.
One of the main challenges to acquire leads is to meet consumers where they are at. For many years in a row, mobile traffic has accounted for approximately 50% of web traffic worldwide. Moreover, fewer people browse the internet and use social media sites via laptops. It is predicted that 54.2% of US social network users will be mobile-only by 2021.
The traditional process of generating leads by sending people to a landing page where they fill several form fields before submitting their contact information is becoming not only obsolete but also financially costly. Slow-loading landing pages are a real curse for advertisers. They increase the bounce rate by 8.3%, decrease the conversion rate by 3.5% and decrease a page view by 9.4%. This is why advertising publishers such as Facebook, LinkedIn, and Google have been rolling out new solutions for advertisers to generate leads, such as native lead generation ads.
Native lead generation ads are ads specifically designed for mobile navigation, which enable users to become leads in a couple of clicks. A report revealed that 60% of Google searches are done using mobile devices. The reason is that the form fields are usually pre-populated with the user’s personal information, and the users can submit a form directly on the platform where they are shown the ad.
It’s worth noting that the challenge in generating new leads for businesses is not just in terms of quantity, but also quality. Although lead generation ads drive more leads by reducing friction, they might trade off some quality as the lead does not provide some important information about their profile. This dilemma and compromise have burdened advertisers’ shoulders for a long time.
However, Google Lead Form Extension and YouTube TrueView for Action Form Ads partially solve this pain point. Since the users are actively searching for either your company or a product or service related to your offer, their explicit interest can be seen as a synonym of quality.
This way companies can drive large amounts of leads without compromising on the quality.
Leadsbridge is a Google Premier Partner
The good news is that LeadsBridge is now a Google Premier Partner. This means that LeadsBridge has a direct line with Google, and so do our customers. All Google integrations are Google certified, meaning that LeadsBridge has advanced Google product training; direct Google support, Customer Match, and Offline Conversions tracking. LeadsBridge will empower all integrations with Google Lead Form Extensions so that you can create your Google Form directly in the app.
In this article, we examine how to use Google Lead Form Extension and YouTube TrueView for action campaigns in Google Ads. In particular, we focus on the following:
1. Google lead form extension
- How does Google lead form extension work?
- What are the benefits of Google lead form extension?
- What are the privacy rules and limits of data collection?
- How to track Google lead form extension conversions
- How to run remarketing ads with lead form extensions
- How to integrate Google lead form extension with your CRM
- How to create a Google lead form extension
2. YouTube TrueView for Action Form Ads
- How does YouTube TrueView for Action Form Ads work?
- What are the benefits of YouTube TrueView for Action Form Ads?
- How to integrate YouTube TrueView for Action Form Ads with your CRM
- How to create a YouTube TrueView for Action Form Ads
3. Using Lead Forms in Google Discovery Campaigns
1. Google lead form extension
Google Lead Form Extensions are lead generation ads designed to help businesses drive leads directly from the mobile search results page, as they search for a product, a service, or when they type specific keywords on Google. They can help a variety of businesses across several industries, such as real estate, B2B, automotive, travel, hospitality, education, finance, and more.
Some Google Ads Lead Forms examples are:
1. A B2B company offering event registration, newsletter signup, white paper download, and webinars.
2. A real estate company offering rental inquiries, home listing support, and agent request.
3. An auto company providing an auto quote, test drive, interest forms, and offer newsletter sign up.
4. A private school offering new students a brochure of their study programs to attract them.
How does Google lead form extension work?
Google Lead Form Extensions are designed to attract prospects with a simple call to action in a responsive form under the ad. When users click on the ad, they are shown a Google-hosted form automatically pre-populated with their Google account data and a call-to-action (i.e. “Apply now”) to submit the form with a single tap (as shown in the image below).
What are the benefits of Google lead form extension?
There are many benefits for companies using Google Lead Form Ads. Here are some of them:
Google Lead Form Extensions are pre-filled, making it easier and faster for users to submit their contact information.
Google Lead Form Extensions are highly performing and optimized for mobile navigation, and do not require extra technical intervention on the company side.
Google Lead Form Extensions are easy to customize to fit a business’s marketing goals.
Google Lead Form Extensions can be integrated with a CRM or Email software to promptly contact new leads as they sign up.
Google Lead Form Extensions are relevant to users since they are based on their search patterns on Google.
What are the privacy rules and limits to data collection?
Furthermore, to comply with Google Ads policies, advertisers cannot create a lead form extension that:
use the personal information previously collected without the user’s consent
misuse the user’s personal information to trigger an emotional reaction
collect credit card numbers, tax ID, health status, social security number, etc.
Besides that, Google Lead Form Extensions have other limitations. For example, it’s not possible to:
use promotional language in the business name field (i.e. “Buy now at Tony’s Car Dealer”)
advertisements for alcoholic beverages, gambling services, or adult-oriented products
advertisements for political content or healthcare and medicine services
In general, advertisers who violate the privacy policies risk having their extensions disapproved or the entire account suspended. Google Lead Form Extensions are also subject to external privacy regulations such as the GDPR for European countries, so advertisers cannot run remarketing campaigns leveraging cookies from EU users who have not given consent to the company to use their information.
To learn more about what companies can or cannot do to be compliant with the GDPR regulation, read this extensive guide.
How to track Google lead form extension conversions?
Although these results can still be beneficial, ultimately a company should always strive to drive leads that convert into sales.
Tracking real conversions helps businesses understand better their return on investment (ROI), return on ad spend (ROAS), and better allocate their marketing budget through informed decisions.
To track the quality of new leads collected, advertisers must measure conversions in a full-funnel strategy. Google allows advertisers to master the sales funnel by using its Conversion tracking tool.
Conversions are not necessarily purchases, but can also include newsletter sign-ups, calls with sales reps, or app downloads. It’s up to each marketing manager to define what action should be considered ‘conversions’ and create a conversion action on their Google Ads account.
To make an example, a marketing agency might make a Google Lead Form Extension campaign to drive leads who want to receive a free PDF template to improve their marketing strategy. Once the users submit their contact information and they receive the free template via email, they are invited to further get in touch with the agency by booking a call for a 30-minute introductory call to receive a marketing consultation.
The marketing agency can track each booked call as a conversion, to better assess the efficacy of its lead form extension campaign. Companies generally run advertising cross-channel campaigns (i.e. on Facebook, YouTube, Google Search, LinkedIn) so it becomes critical to understand which channel is driving the most conversions.
In the case of the marketing agency, the way to measure where the conversion came from is to ‘push’ first-party data from its CRM to Google. In other words, it can download from its CRM a segment of people who booked a 30-minute introductory call and import it on Google to match it with the leads coming from the lead form extension campaign.
This process can be done manually or automatically by integrating the CRM with Google’s conversion tracking tool. For a detailed step-by-step guide on how to set up your Google conversions tool, click here.
Once advertisers have set up conversion tracking, they can have a better picture of what advertising efforts are driving the best results.
How to run remarketing ads with lead form extensions
Google Lead Form Ads can spark new leads to enter a marketing funnel but might require further advertising efforts. Marketing managers can create remarketing campaigns with Google Customer Match to address their audience depending on their stage in the funnel.
Remarketing enables companies to tap into their first-party data and leverage meaningful signals present in their CRMs at all times, such segments of people who placed a call with a sales rep, subscribed to a newsletter, or signed up for an “open day”.
For example, many people at first might connect with a business by submitting their contact information on a Lead Form Extension, but will not engage further than that. In this case, the marketing manager can decide to create a remarketing campaign to nudge the lead a step further down the funnel. Since the leads have already engaged once with a brand and are familiar with it, they are more likely to take action.
To create a remarketing campaign with Google, companies can leverage Google Customer Match, which allows them to create PPC ads to target prospects on Gmail, Search network, Display network, and YouTube starting from the user’s personal information.
Since Google Customer Match identifies people by hashing the data about the first name, last name, country, and zip code, it can remarket people on all devices such as a mobile, tablet, or laptop computer, which is quite convenient considering that a majority of users use different devices to browse online.
To remarket custom segments of existing contacts based on their stage in the funnel with a tailored message, companies must connect their CRM with Google Customer Match to optimize and automate the process.
To learn how to build a Customer Match list and more importantly, how to connect your CRM with it, read this extensive guide.
How to integrate Google lead form extension with your CRM
Once companies drive new leads to their funnels, it triggers a series of marketing communications either via email, SMS, or other channels. Two widely adopted ways of communication with new leads are via email marketing and SMS messages.
After a lead submits a Lead Form Extension, it’s necessary to immediately follow up with it by sending a confirmation email or a welcome SMS text to follow up on their intent. 76% of people expect to receive an email communication immediately after subscribing to a list, and companies that respond quickly to leads are 7 times more likely to convert those leads into sales.
To make the best of your advertising efforts, communication with new leads must be effective and immediate. Therefore, the leads collected via Google Lead Form Extensions must be synced in real time with a company CRM or Email software.
There are two ways to retrieve your leads at the end of a campaign: manually or via a webhook integration. The latter being the recommended option by Google to secure the leads and immediately start your marketing funnels.
Companies can manually download and manage their collected leads in a CSV file, although the files are stored only for 30 days and the process to upload them to the desired marketing tool is slow and costly.
Most companies automate the process by integrating Google Lead Form Extensions with a webhook integration. This way businesses can sync new leads in real time and efficiently deliver the promised offer and a welcome message.
It’s important to notice that if a business decides to use a webhook to sync leads to its CRM, the CRM manager must ensure that it works properly and correctly, otherwise, the form extension will stop working as well. A dysfunctional webhook URL will trigger the misfunction and disapproval of the lead form.
This is why it is advisable to use a trusted third-party software such as LeadsBridge to create the webhook link between the CRM and the Google Lead Form Extension campaigns. LeadsBridge is a cloud-based integration platform with a strong focus on privacy-safe best practices and robust integration technology.
How to create a Google lead form extension
To create a Google Lead Form Extension, follow the steps below:
Open a new window and log into your Google Ads account
Click on Campaigns on the left menu
Then, click on the plus (+) icon and select “new campaign”, if you’re creating a new campaign Load campaign settings, if you have already created your campaign, you should select the one you want to connect with your CRM and continue from step number 7.
4. If you are creating a New campaign then you should select Leads as the Campaign Goal
5. Select Search as the Campaign Type
6. Then, select the ways you’d like to reach your goal (notice that LeadsBridge will need a Lead Form submissions to retrieve your leads) and click on Continue
7. Scroll down to Lead Form Extension, under Ad extensions, and click on Create Lead Form Extension
8. Fill in all the information requested to create the form under Create your Extension, Create your Lead Form and Create form submission message (notice that LeadsBridge will be able to retrieve only the values that you select under What information do you want to ask for?)
At this point, if you wish to secure your leads automatically in your CRM, you will need to open the Lead delivery option and paste the Webhook URL and Google Key to your LeadsBridge account to create the integration and run a test to make sure everything is working. For a more detailed guide on how to connect Google Lead Form Ads with your CRM follow the dedicated step-by-step guide that we created.
9. Finish your campaign setup and publish it to start acquiring leads and secure them in your CRM.
Here advertisers can select their call to action and their extension text, besides choosing the headline, business name, and description up to 200 characters.
2. YouTube TrueView for Action Forms Ads
YouTube is one of the largest digital video platforms, with over 2 billion monthly users — a great opportunity for advertisers.
The same trend for mobile navigation is reflected on YouTube, with more than 70% of watch time coming from smartphones. Moreover, 47% of U.S adults aged 18 to 54 say YouTube helps them at least once a month when making a decision about what to buy, which means that at least 70 million Americans are going to YouTube monthly to get help with a purchase.
Advertising on YouTube is becoming increasingly lucrative for businesses, and one of the best tools provided by YouTube for advertisers is the TrueView Action Forms Ads.
TrueView for Action Form Ads is native lead generation ads specifically designed for YouTube, with the goal to help advertisers across several industries (i.e. automotive, travel, eCommerce, etc. ) to drive leads directly on YouTube while they are watching the video ad.
The format facilitates viewers to take action by displaying a YouTube-hosted form with a prominent call-to-action and headline overlaying the ad. It must be noted that this type of ad only runs on the skippable ad format.
By reducing the friction in the user experience, TrueView for Action Form Ads helps companies to drive more leads than traditional ads where viewers are redirected to a landing page.
Please note that TrueView for Action Form Ads are currently only available to advertisers who are ‘whitelisted’ by Google, and it’s not known yet when they will be available to all other advertisers.
How does YouTube TrueView for Action Form Ads work?
The YouTube TrueView ads show up in-stream on the viewer’s YouTube video, where the viewer will see a call to action button underneath the TrueView in-stream ad. When the viewer clicks on the call-to-action button, the form comes up pre-filled with the viewer’s information such as the first and last name, email, phone number, and zip code. Once the user submits the form, a “thank you” page is displayed with a link to a website. Find an example of the YouTube action form ad below.
What are the benefits of YouTube TrueView for Action Form ads?
Some of the benefits of this ad format are that:
- It helps businesses drive higher volumes of leads by reducing UX friction
- It helps businesses to acquire new leads based on high-intent
- It helps businesses reduce the cost per lead compared to landing pages
- It enables businesses to secure leads to any CRM with a webhook integration
How to optimize your TrueView for action campaign for conversions
There are some tips and best practices that YouTube suggests to get the most out of your TrueView campaign. For example, to optimize your TrueView for action campaign for conversions you can:
- Leverage Google’s automated bidding solution in order to capture the most conversions within a set budget
- Run A/B testing of different CTAs and ad copy (up to 4/5 different versions)
- Use assertive CTA such as “Buy now” or “Sign up” and combine it with a copy that stresses how you can solve the customer’s problem.
YouTube also recommends setting an average daily budget which is 20 times your CPA for Display campaigns, or 30 times your CPA for Search campaigns.
It goes without saying that, exactly like for Google Lead Form Extensions, it’s key to monitor results every week and measure performance based on conversions by setting up the conversion tracking tool on your Google Ads account.
For a detailed step-by-step guide on how to set up your Google conversions tool click here.
How to integrate YouTube TrueView for Action Form Ads with your CRM
As mentioned earlier while talking about the Search Lead Form Extension, timing in communication with new leads is key to drive conversions.
This means that also leads coming from YouTube TrueView ads must be synced and secured in real-time to the CRM or email software. Again, businesses can retrieve their leads manually or they can set up automation via a trusted third party such as LeadsBridge to sync leads automatically and immediately start marketing funnels. LeadsBridge offers a robust integration technology with over 370 marketing tools, such as Hubspot, ActiveCampaign, Bitrix24, and many more.
If businesses decide to do this process manually, it’s important to remember that the CSV file with the leads is only stored for 30 days.
If you decide to do it automatically, remember that the webhook integration must work properly to correctly sync your leads, which is why it’s wise to rely on partners such as LeadsBridge to feel safe that everything is working well.
How to create a YouTube TrueView for Action Form Ads
To create a YouTube TrueView Ad there are some steps to follow:
1. Log into your Google Ads account
2. Click on Campaigns on the left menu
3. Then, click on the plus (+) icon and select:
New campaign, if you’re creating a new campaign
Load campaign settings, if you have already created your campaign, you should select the one you want to connect with your Bridge and continue from step number 6
4. If you are creating a New campaign then you should select Leads as the Campaign Goal
5. Then, select Video as the Campaign Type, and click on Continue
6. Then, click on the Form button
7. Type your Business name and Call-to-action. Then, click on Continue
9. Type your Post-submit headline and description, then click on Continue
At this point, if you wish to send your new leads from YouTube TrueView ads to your CRM with LeadsBridge automatically, you can enable Lead delivery by webhook and copy-paste the Webhook URL and Google Key that you receive while creating your bridge on the LeadsBridge app.
For more detailed guidance on how to integrate YouTube TrueView for Action Form Ads with your CRM follow the dedicated step-by-step guide that we created.
Using Lead Forms in Google Discovery Campaigns
With the fall of Google+ a few years back, many experts assumed that Google was tapping out when it comes to top-of-the-funnel ad revenue. Fortunately for many people, Google introduced Google Discovery Ads back in 2019 and soon after made it available worldwide.
Using Lead Forms in Discovery campaigns makes it easier for advertisers to capture the correct interests for the audiences they’re targeting.
What is Google Discovery Ads?
Google Discovery Ads are a type of visual ad that can be run within the Google Discovery Feed. These ads can be shown on the Google App or Google.com homepage, the YouTube home feed, and even Gmail.
Depending on the platform the ad appears on. it shows up on, the overall look of the ad can change entirely. It changes like this in order to focus on the visual aspects, drawing more attention to the ad.
In the past, Google has delivered ad experiences to users based on search history and intent. Google Discovery Campaigns aims to change that idea completely, focusing on the interests of the audience first, and collecting useful data as the user moves through the Google ecosystem.
YouTube Discovery Ads
YouTube Discovery Ads, also known as TrueView video discovery ads, can run off of both YouTube search results and watch pages. This can take place on both the desktop and mobile versions of YouTube, as well as the homepage for the mobile app.
The YouTube Discovery Ads is made up of a thumbnail image and a maximum of three lines of text. Clicking on an ad in this format will take the user to the YouTube watch or specific channel homepage, in order to view the playing video for the ad.
TrueView Discovery Ads examples
When browsing YouTube, you’ve undoubtedly come across a TrueView discovery ads example. These ads are videos that say “ad” next to them. Something sort of like this:
As you can see, the ad has the criteria we mentioned above: a thumbnail and some text. Because of the nature of YouTube Discovery Ads, this video is mixed in with the normal videos. It looks like the user in this case was looking for videos on tents and camping gear.
Based on the intent of the user, YouTube (or Google) automatically recommended something that it thought would be relevant. Using this as an example, the algorithm is pretty spot-on.
Google Lead Form Extension case study
Totalplay is a telecommunication provider that offers high-speed internet, TV, and telephone services in 20 main cities in Mexico. The company had a hard time acquiring quality leads from its digital campaigns. So, they added Google Lead Form Extensions to their campaigns. They discovered that sales leads coming from the Lead Form Extensions closed at a 20% higher rate.
This shows that Google Lead Form Extensions can help you to close more sales leads.
Advertisers must constantly adapt to change in consumer behavior. In a world where half of the people browse the web from mobile, one of the best ways for a business to drive leads is with native lead generation ads, which are specifically designed for mobile navigation.
This article introduced two native lead generation ads from Google, Google Lead Form Extensions, and YouTube TrueView for Action Form Ads. Both ad formats make it easy and practical for users to submit a form without interrupting their navigation experience, like being directed to another landing page.
At the same time, businesses can drive more leads and optimize their cost of acquisition without compromising on the quality since the users are showing intent and interest in their search.
However, businesses should also implement more in-depth analytics to track real conversions both from the lead form extensions and from TrueView Ads, in order to assess which efforts are generating the highest returns.
In order to do so, it’s key to integrate their CRM system/Customer Data Platform with their Google Ads account through third-party software, in order to safely and reliably exchange information from one to the other.