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BizReport : Search Marketing : December 13, 2011


Study: Search driving sales in-store as well as online

It is a given that paid search campaigns boost traffic and sales for online merchants. But what is the take-away from a paid search campaign for a brick-and-mortar store? Also sales, finds new research from Yahoo and RevTrax, and as we head into Q1 2012 those sales will become more and more important.

by Kristina Knight

Merchants online and offline may be flying high on the increase in sales this holiday season, but in a couple of weeks, that high will wear off in the face of lagging traffic to and from outlets. The right campaign could, of course, help push more sales, but the historic cycle of high Q4 sales and low Q1 sales won't change. The best merchants can hope for is to push small increases in traffic and use this time to build loyalty and engagement. One way? According to the RevTrax study, employ search tactics.

Researchers with Yahoo and RevTrax found that on average paid search campaigns generate $15 of in-store revenue and that for each $1 spent online because of a paid search campaign, $6 are spent in-store; the average transaction size for participants in the report was less than $200.

Other interesting findings include:

• 40% to 50% of customer's acquired through search were new-to-merchant buyers
• 9% of paid search clicks generate an in-store purchase

Researchers studied paid search campaigns between August 2009 and August 2011. For the report, consumers shown paid search ads were allowed to print coupons or use mobile barcodes; in many cases that coupon or code was redeemed in-store.






Tags: commerce trends, paid search, RevTrax, search marketing, search marketing trends, Yahoo








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