Ep 142 Stop Sleeping on Google: How Smart Brands Balance Demand Generation and Capture

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Mark and Trevor discuss the untapped potential of Google Ads for e-commerce brands. They break down why many companies undervalue Google as a demand capture channel, focusing on problem-solution products, research-heavy purchases, and price points above $150. The conversation reveals how four recent clients saw massive incremental lifts by shifting from 5-10% Google spend to 40-50%, without decreasing Meta budgets. They explain the difference between demand generation and demand capture, the importance of the "filter phase" for negative keywords, and why post-purchase surveys asking "how long have you been searching?" can transform your channel strategy. Mark shares real examples of brands hitting their best new customer acquisition days in October—typically a down month—by properly leveraging Google alongside Meta.

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