Syncapse

Building Awareness Is Top Facebook Goal For Marketers, But Performance Looms

This article was written by Syncapse’s VP Product Marketing, Max Kalehoff. AdAge continues to surface highlights from its recent survey conducted with Citibank. It’s providing great insight about marketer and agency sentiment toward investing in Facebook. This week, AdAge highlighted this little nugget:

Asked to identify their primary goal in Facebook ads, 45.9% of respondents put building awareness and sentiment for their brands at the top. Driving traffic to brand websites was the second most-cited goal, with 17.6% of respondents saying it is their most important objective, followed by building fans or likes, staying in touch with customers, generating sales leads and social commerce.

We thought these stats were interesting, but worthy of a little more context based on our experience working on the Facebook Ads platform. First, Facebook Ads, thus far, have proven to work best toward top- and middle-of-funnel marketing goals. Therefore, the fact that brand building is the top goal is not surprising. And considering that high-volume media buying typically happens through agencies, and most Facebook Ads spending is coming (and is likely to come) from brand budgets (versus direct response and performance), it makes sense that any reallocation of media investment from existing brand budgets into Facebook will orient toward branding goals. In addition to building awareness, our experience also confirms that top advertiser goals include acquiring fans and driving engagement (such as driving Likes). Indeed, successful advertising post-click behavior most often happens within Facebook, not outside. And that is why we see so many click-through destinations of ads remain native, inside Facebook, to apps or pages. If you were to bucket these engagement activities, AdAge’s second most cited goal of driving traffic externally, outside of Facebook, would be less significant from a ranking perspective. Given the workflow challenges inherent with more sophisticated Facebook advertising opportunities, it is understandable that simpler awareness goals with conventional Facebook Ads would be dominant in these early days of social ads. For example, page post ads, which have very high impact on engagement, demand dynamic coordination between content, fan connections and media buying. This is a prime example of the inextricable link between paid, owned and earned media. However, as marketers and their agencies become more sophisticated and integrated in their approach, they’ll increasingly pursue more engagement goals and Sponsored Story tactics. Moreover, Facebook’s own strong positioning and promotion of Sponsored Stories and engagement will drive more attention and behavior in that direction. Finally, as ROI tracking systems mature, providing greater visibility into the connection between ads investment and purchase outcome, we’ll inevitably see large brand marketers and their agencies migrate goals not only toward engagement, but more toward performance and transactions. We’re likely to see this with the looming Facebook Exchange, which provides better targeting of Facebook Ads inventory based on behavior and intent observed elsewhere on the Web. Now, there’s a bit of irony in all of this. Performance online marketers with direct-response goals were among the first to colonize Facebook advertising opportunities. With testing and habituation, more mainstream brand marketers began to enter the fray and become a larger and larger presence. And while their early goals are focused on awareness, it is they who will mature and redirect goals increasingly back to performance.

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