The YouTube Ads Grid: A 3-Step System to Build YouTube Ads Campaigns that Generate More Leads & Sales

Want to thump a home run on your next YouTube ads expedition?

Then you’ll need to combine the privilege targeting alternatives with a great ad that’s tailor-made for each specific audience.

And in this post, you’re going to discover how to do simply that.

You’ll learn how to build YouTube ads campaigns that effectively target prospects in all three phases of the buying cycle utilize my brand-new “YouTube Ads Grid.”

You can swipe a PDF download of the YouTube Ads Grid HERE.

Here’s what it looks like 😛 TAGEND

The YouTube Ads Grid

I’m sharing…

What various kinds of targeting alternatives to use to reach spectators in all 3 of these phasesWhat kind of video ad to use to really speak to those onlookers

…so you can maximize your shifts and sales.

But before we get into the nuts and bolts of how to use the YouTube Ads Grid, there’s one thing you have to understand first.

And that is:

Why do parties go to YouTube in the first place?

This is a critical question we have to answer before we can effectively start advertising to parties on YouTube…

The 4 Reasonableness Why People Go to YouTube

Why do parties go to YouTube? What are they looking for?

Well, there’s no one right answer to that question. No single answer that will work for everyone.

After all, YouTube is a huge site with different types of videos.

And someone who watches a video called “Peaceful Morning Yoga” is probably on YouTube for a different intellect than person watching a video announced “Greatest Trick Plays in Football History.”

But when you take a close look at the videos and pursuits on YouTube, you realise you can start to simplify them. To categorize them.

See, when someone goes to YouTube looking for something, they’re in a moment of age. A time of need–a moment when they want to know, do, buy, or be inspired by something.

And there are 4 primary “moments” that wreaking parties to YouTube 😛 TAGEND

The 4 reasons people go to YouTube

“I Want to Watch What I’m Into” Moments

The first reason why people go to YouTube is to keep up-to-date on content they care about.

Many parties find it stimulating to follow thought governors on topics they’re passionate about.

For example, if you’re a marketer( like me ), you might follow great marketers like Gary Vaynerchuk on YouTube as a course to keep up with brand-new commerce trends.

Gary Vee YouTube page

“I Want to Know” Moments

The second reason people go to YouTube is simply to learn. Since they were want to KNOW something.

They want to explore a topic and discover more information about it.

For example, if you want to learn more about quantum physics–and who doesn’t ?– whether it’s just for school or your own personal information, you could simply pursuit YouTube for “quantum physics.”

You’ll see plenty of informational videos that broken off the belief of quantum physics for strange science tans like you.

Quantum Theory YouTube video

“I Want to Do” Moments

The third reason why people go to YouTube is to DO something–to build something, create something, fixture something, and so on.

In many cases, parties go to YouTube because they’re looking for a how-to video that will saunter them through a tutorial or exhibition depicting them how to do the task in question.

For example, simulated that you’re stranded on the side of the road with a flat tire.

Bummer, I know.

And for the sake of this precedent, let’s pretend that you don’t know how to put on the spare tire. You’ve never done it before.

Fortunately, all you have to do is open your YouTube app and examine “how to change a flat tire.”

Search for

You’ll get a quick walkthrough video that goes to show exactly how to change your tire. You’ll be back behind the rotate and on your path in 15 instants flat.

“I Want to Buy” Moments

The fourth and final reason parties go to YouTube is they want to BUY something and they’re looking for information. Whether it’s …

ReviewsUnboxingsOr product comparisons

…to help them make a buying decision.

For an example here, let’s say you want to buy a Bluetooth speaker … but you don’t know which firebrand or prototype to go with.

In that case, you are able to search for “best Bluetooth speakers” on YouTube.

A search for the best Bluetooth Speakers

You’ll see tons of comparison and examine videos that will give you the opportunity to actually listen to these speakers in a side-to-side comparison.

Watching videos like this is often one of the final step people take before they make a final obtaining decision.

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How to Build YouTube Ads Campaigns Step 1: Identify Your Viewers’ Mindset& Shopping Mode

OK, you now know the 4 prime “moments” that generating people to YouTube.

So, what should be used do with that report?

The first step in the YouTube Ads Grid is to map those “moments” to your viewers’ mindset and browsing mode.

In order to do that, I’m going to compare YouTube viewers to traditional in-store buyers. And in a brick-and-mortar store, you have three main types of buyers 😛 TAGEND

The different thoughts of different types of buyers

Window customers are people who are interested enough to look through the window at your products but haven’t more come insideIn-store shoppers are people who are inside the store and browsing through your productsCheckout buyers are people who are standing in line at the register because they’re ready to make a purchase

Make sense?

Great.

Now let’s see how those traditional in-store customers compare to people on YouTube.

Window Shoppers

Window shoppers were not able to be “shopping, ” per se. They has the potential to walk away by.

But they are, at the very least, INTERESTED in whatever is you offer.( Otherwise, they wouldn’t be peeping in through the window .)

In YouTube terms, these people fit into the “I Want to Watch What I’m Into” moment.

They’re not consequently looking to make a purchase just now, but their high-interest level stirs them a good group of prospective customers.

In-Store Shoppers

Unlike window shoppers, in-store buyers are actually in your collect. They’re looking around. They’re interested right now.

They might still end up leaving your store without making a purchase…

…but they’re in there for a conclude. They’ve got their eye on something.

In YouTube periods, these beings fit into the “I Want to Know” or “I Want to Do” moments.

They’re actively searching for something are related to what the hell you sell.

Checkout Shoppers

Checkout shoppers are ready to buy. It’s been decided.

If they have any uncertainty remaining, it’s not IF they should buy … but WHAT they should buy.

In YouTube periods, these people fit into the( you suspected it !) “I Want to Buy” moments.

Typically, these people are comparing 2 or more symbols or models.

They know they want a TV, they’re just trying to decide between Panasonic or Samsung. They know they demand a brand-new mattress, they’re just trying to decide between pillow-top and recall foam.

Because they’re so close to making a purchase, these are an important group of people to get your ads in front of.

How to Build YouTube Ads Campaigns Step 2: Determine the Right Targeting Options

Now we’ve grouped your viewers into 3 main categories based on where they are in the normal supermarket cycle.

The next thing we need to figure out is 😛 TAGEND

How do we are to achieve beings in these specific categories on YouTube?

The answer, of course, is currently in the AdWordstargeting alternatives inside your campaign.

Here is how to set up your expeditions to reach beings in all 3 browsing states 😛 TAGEND

How to set up your YouTube Ad campaigns to reach people in all 3 shopping modes

How to Target Window Shoppers on YouTube

To target window shoppers, you need to find people who have demonstrated a longstanding interest in a certain topic( though not undoubtedly a recent interest ).

Here are 3 ways to do that using YouTube ads 😛 TAGEND

1. Use Affinity Audiences

Affinity Audiences been a great deal like interest targeting–you can show your ads in front of people who have demonstrated an interest in a certain topic based on their browsing and rummage history.

As of this writing, there are 143 Affinity Audiences available, but more are being added all the time.

2. Use Similar Audiences

Similar gatherings are a lot like Facebook lookalike publics.

This is where you upload a patron or remarketing roster to Google, and it croaks out and catches people who are similar to the people on that list.

It’s another huge room to discover new a brand-new audience of people who may be interested in your content.

3. Use Custom Affinity Audiences

This is where you improve your own Affinity Audience based on the combined effects of several different factors.

For example, you could build a custom Affinity Audience based on sure-fire keywords and URLs that beings have visited.

I’ve actually written an entire blog post on how to do this, announced Google Custom Affinity Audiences: Scale Your Campaigns and Reach Converting Customers in 3 Steps.

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How to Target In-Store Shoppers on YouTube

In-store shoppers may or may not know who you are … so how do you get in front of them?

Typically, it is required to do some study to find out what they’re looking for and get put your ads in those places.

1. Use Keyword Targeting

What search periods are beings applying to research your niche or industry?

By doing a little research to create a list of related keywords, you can easily get your ads in front of anyone who has recently examined for these terms–be it on YouTube or Google.

The more directly relevant the keywords are to your commodity or service, the better.

( RELATED: Our Favorite Keyword Research Tools( 17 Tools Every SEO Needs ))

2. Use Placement Targeting

This targeting option allows you to place your ads on particular YouTube videos or channels.

This is another way of getting your material in front of people who have demonstrated an interest in a topic relevant to your business.

A side bonus of placement targeting is that you can show your ads on your competitors’ videos and potentially persuasion some of their prospects to choose you instead!

3. Use Topics Targeting

YouTube categorizes all their videos into certain topics.

And if one of these topics is relevant to you, then that make-ups it a great targeting option to test out in your campaigns.

How to Target Checkout Shoppers on YouTube

Checkout shoppers are in the shopping mindset, so when targeting these customers, your focus should be on getting in front of viewers who have demonstrated an interest in buying your concoction or service.

1. Use “In-Market Audiences”

In-market gatherings is Google’s way of identifying people who are “in the market” for a particular product or service. This is based on a person’s online behavior and pursuit record over the past 7-14 days.

For example, if you have been looking at hotels, flights, and gondola rentals, then Google will probably determine that you’ll be traveling soon–and put you in the “In-Market Audience” for travel.

Typically, these people are fairly close to making a purchase, moving them a good public to show your ads to.

( RELATED: 3 Advanced AdWords Tactics That Increase ROI)

2. Use Website Remarketing

This one is pretty self-explanatory.

By retargeting people who have already inspected your site( and particularly if they have visited a commodity sheet, sales page, or checkout sheet ), you know you’ll be targeting a warm audience that already knows who you are.

3. Use Video Remarketing

This allows you to remarket to people who have already seen your videos on YouTube.

Allowing you to get back in front of them and persuade them to take the plunge and buy your product or service.

Combining Targeting Alternative

Finally, keep in mind that you can always combine these targeting options.

So, you could combine a similar audience with topics targeting to show your ads to an even more focused group of people.

How to Build YouTube Ads Campaigns Step 3: Create Effective Ads for Each Step in the Shopping Cycle

To recap, we now know the 3 types of shoppers–window buyers, in-store buyers, and checkout shoppers…

…and we know how to target those three groups on YouTube.

The final thing we need to discuss is what kind of video ad you should show people in each of these browsing categories.

Because think about it: a good salesman wouldn’t say the same thing to a person peeking in the window as they would to a person standing in the checkout course, would they?

Of course not!

If you want to convert customers into customers…

…You need to give them a meaning that is tailored to the SPECIFIC shopping category they’re in.

And here’s how you do that on YouTube 😛 TAGEND

How to Create YouTube Ads for Window Shopper

When creating ads for opening shoppers, you want to deliver an ATTENTION-based video.

Your goal is to really grab the viewer’s attention.

One enormous channel to do that is to be super, super relevant.

If they’re watching a video by Gary Vaynerchuk, for example, then clear your ad as relevant as possible to the content of that video.

You might even start your ad by saying 😛 TAGEND

“Look, before “youre watching” another Gary Vaynerchuk video, here are three things you can do to really improve…”

Can you is how a pre-roll ad like that is likely to truly grab someone’s attention as they’re about to watch a Gary Vaynerchuk video?

One thing to keep in mind is that your targeting alternatives will play a role in how relevant your ad can be.

If you’re targeting a specific channel, for example, then you can do what I only described. You can adapt your ad to that specific channel’s audience.

But if you’re targeting an Affinity Audience, on the other hand, your ad will have to be a lot more general–because, in such cases, you don’t know exactly what kind of video the person is watching.

And that means you will have to have a better ad, a stronger ad, from a imaginative aspect.

Generally speaking, the less relevant your ad is to the video, the better it will have to be to grab the viewer’s attention.

So, how do you grab someone’s attention in a video ad?

We recommend expend this 2-step decoration interrupt 😛 TAGEND

Start out by doing something different in your video, so it makes people stop and pay attentionThen, once you have their scrutiny, immediately give them some huge advice–teach them something new

Bonus spots if you can do this using a fib that will move the relevant recommendations more memorable.

Extra bonus moments if that fib connects the relevant recommendations to your firebrand in the viewer’s mind.

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How to Create YouTube Ads For In-Store Customer

When creating ads for in-store customers, always guide with ADVICE.

These parties are going to YouTube and looking for information.

So, if you show them an ad with a strong call-to-action( CTA) to “BUY NOW, ” that’s going to go in one ear and out the other.

They’re not looking to make a purchase( at least not yet ). They’re looking forward to knowledge. So give them information.

Perhaps you can give a 3-step rally showing how your product works to solve their problem. Or maybe give them some advice on what they should do ; give them a case study or an example.

Anything that will manufacture them feel like you aren’t SELLING to them–you’re hand them really gone content.

You want them to think: “That was awesome. What’s next? ”

The final CTA in your video should be for them to take the next logical gradation with your company…

…BUT that CTA needs to be congruent with the information you merely concurred with them.

So, if the video was a demonstration of your commodity, maybe the CTA is: “Click now to learn more about this product.”

If it was a case study or example, maybe the CTA is: “Click now to see more occurrence studies.”

A top gratuity here is to “future pace” the CTA. Tell the spectator what they should suffer once they sounds the button on the video and genuinely spell out what you’d like them to do.

Also, recollect to inform the viewer of what they stand to gain if they do taken any steps and what they stand to lose( without being a dork) should they not take action.

How to Create YouTube Ads For Checkout Shopper

When creating ads for checkout customers, the name of the game is ACTION.

You don’t need a whole lot of exhortation at this quality because people once “re gonna be okay”. They’re already close to making a purchase.

Instead, you want to show these parties a video that’s short and sweet and moves them to take action.

If you’re targeting people who have already called your make sheet or checkout sheet, you might want to give them some motivation to take action by offering a discount on your product or service.

Or perhaps you give them a slightly different offer instead.

Your goal here is to reactivate that desire in them to taken any steps and make their purchase NOW.

What’s Next?

Let’s say you’ve shown an ad to a opening shopper.

You grabbed their courtesy and returned them some opinion. They now know a bit more about your company and have a higher opinion of your brand.

What do you do next?

The answer is right here in the YouTube Ads Grid 😛 TAGEND

Basically, parties progress along this grid from left to right.

So, if you’ve shown someone an “Attention” ad, the next step should be to show them an “Advice” ad.

Once they’ve seen an “Advice” ad, show them an “Action” ad.

By following this natural shopping progression, you’ll give your viewers an easy, friction-free experience that will naturally lead them to make a purchase.

And don’t forget to download your photocopy of the YouTube Ads Grid here!

( NOTE: Need a helping hand with your digital market struggles? Or maybe you precisely crave proven, actionable sell implements, tactics, and templates to apply in your business? Check out the latest deal from DigitalMarketer, and you will be on your road to helping your business grow .)

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