Paid Advertising Tactics for MCA Lead Generation

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By Pratik H

MCA marketing funnel starts with leads. Before any customer decides to work or partner with you, you have to get their attention and persuade them it’s worth doing business with them.

Your MCA marketing strategy will only work if you get the lead generation part right. There are a lot of different channels you can use to  get new MCA leads. But the best tool so far is PPC (pay-per-click) lead generation.

In today’s article, we want to go over paid advertising tactics MCA lead generation providers can use. But before we go there, let’s look at:

Why You Should Use PPC for MCA Lead Generation

PPC ads are well targeted.

An excellent lead generation strategy must focus on lead quality and quantity. When you compare other online marketing channels, you will notice that PPC gives you lots of control over who you can reach and for how much. 

In other words, you are not relying on hope and pray tactics to get leads. Using both search and social PPC, you have the chance to target your ad based on different demographics, geography, and behavioral data. Using these targeting options, it is easy  to reach a lot of people who are likely to buy from you.

PPC has a solid ROI

One of the reasons why MCA providers don’t invest in pay per click advertising is because they have to pay for traffic. It is different from search engine optimization and social media marketing which are free (although you will have to spend your time and energy) while PPC costs money.

But what most forget to realize is that, the investment will produce an excellent ROI. According to Google, advertisers who invest their money on PPC make 8 times back the amount they spend.

Results come in faster than SEO.

Any marketer will tell you that SEO is a long term game but PPC will get you results immediately. The beauty about PPC is you don’t have to wait forever for your campaigns to deliver results.

When you have a strong copy and excellent landing page, leads will start coming quickly from day one you launch your campaign.

Get your audience where they are

According to Google 3.5 billion searches are done every day. When you look at the U.S, you will notice most of the population is on social media. In other words, people visit their social media account at least one per day.

Thanks to the social media websites, search engines, and lots of websites on the Google display network, you will reach anybody as long as you have internet access and you are using PPC ads.

Know where  leads are coming from

PPC platforms have an excellent analytic dashboard that shows how your campaign performs over time. Using PPC analytic you will understand the kind of audience you have and the kind of content they like. Best of all, you will know their hot buttons or what will make them buy from you.

You can always use the extensive data on your dashboard to improve the results of any PPC campaign you may have. Best of all, you can duplicate the results and strategy you have to other online marketing channels. When you have  direct evidence of success using hard, you will  be in a better position to convince your superior of the marketing value you are receiving.

6 PPC MCA Lead Generation Strategies

Strategy #1:  Go where your customer is.

If you have runned a PPC lead generation campaign in the past, then you understand the power of reach. When you pay for every click, you reach more and more people. The key here is getting the ads in front of the right customers. 

That said, before you run any campaign, you need to first figure out who your audience is. Then you have to figure out where this audience hangs out online. Ads you see on search engine results pages are only valuable to brands who use Google most of the time.

As an advertiser you can also limit the kind of sites which show on the display network depending on your audience’s likes. You also have to prioritize which social media sites you will use depending on how your audiences use them.

First thing first is to do audience research to know what website and channels make sense or  give you lots of value when you do PPC campaigns.

Strategy #2: Set up proper tracking.

The secret to any PPC success lies in the data you collect. The campaigns that you run will produce data that you will use when you want to run your next campaign. In other words, success is predictable if you find loopholes that you can exploit in your next campaign. What that means is, you will get better results.

Besides PPC analysis, you will get extra information on the setting and how to run your campaign effectively. Some of the options you may have as merchant provider include:

UTM tracking - These codes are extra characters one can use to add to the URLs of different campaigns or tactics they may have. Any time you create a PPC campaign, ensure to create a unique URL that has good UTM codes to know the campaign, the site its showing, the channel, the kind of content, and the keyword used for targeting. 

Dynamic number insertion (DNI) - The goal for any PPC ad is to get a phone call. You have to find a way you connect the call to the ad. For instance, CallRail generates a unique phone number for different campaigns that you will run. That way, you get the chance to track which ad delivered the particular call.

Conversion tracking - This is all about measuring ad clicks leads activity happening on your website through form submissions, phone calls, sign-ups, and purchases. You can do this by placing the site tag on the website header and use the event snippets to track conversions happening on the specific pages of your website.

Strategy #3: Be specific in your campaigns and ad grouping.

PPC ads will allow you to limit the people who see your ads and those who are your target audience. A lot of MCA brands have multiple audiences who have different priorities. The success of your PPC success depends on how you will use different ad groups closely related to another to target the right kind of client and boost your relevance. It’s always best to segment your ad campaigns according to:

  • Brand/Competitors

  • Product/Service

  • Geographic Location

  • Target Industry

Being specific in your ad groups promotes relevance in your keyword target, ad copy, landing page designs. Relevance leads to high click-through rates and conversions.

Strategy #4: Have a unique landing page for your ad groups. 

Ensure that you have persuasive ads that will motivate loan seekers to get what they are looking for. In other words, your landing page has to communicate in the language loan seekers understand.

Best of all, what you offer has to match what they need. As an MCA  business owner you are paying for clicks, so ensure that it counts. The design of your landing page and ad copy has to deliver the promise to the buyer. That said, ensure that your targeting and the design are relevant to your campaign’s keywords.

If you do that well, you will reduce the distractions and make the prospective client take the action that you want. Recent statistics show that Google prefers long-form landing pages instead of short landing pages. A landing page for a PPC campaign will have at least 500 to 600 words. The page will have a keyword in the header, title, and in the copy.

Strategy #5: Have a compelling MCA offer

Before you create any campaign, make sure that  you have a persuasive offer that’s worthy of your leads. This is excellent if you have competitive keywords and placements where you have multiple running the same ads. Having a compelling offer means having a free trial, free consultation, or attractive discount to incentivize your ads.

Strategy #6: Target Keywords with commercial intent

Having a strong PPC strategy includes having lots of keywords for your audience at different search points in the customer’s journey. Before you launch your PPC campaign you have to think carefully about the kind of searches your client will perform close to the point of buying. If your company does MCA services and someone searches “small business loans”, this person is at the point of buying. You have to know the keywords that have a high purchasing intent and prioritize them in the mca PPC lead generation campaigns.

Conclusion

PPC is the best online marketing strategy that can send you lots of leads. But it will be up to you to make sure these leads convert into customers. An excellent lead generation campaign must have a follow up strategy for converting those leads into sales.

Treat MCA lead generation like a full inbound marketing strategy that includes content marketing, email, and social media. And make sure to keep the relationships between you and your customer alive.

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