Quite important if you want people to actually pay attention to your FB ads..I do a lot of FB ads audits. That means I get to see what is and isn’t working, and I can also spot patterns in terms of common mistakes made.Time and again, it’s getting the fundamentals wrong that hurts people, and one of the big culprits is the visuals.Switching up the photo/video is often one of the most effective things we do when working with new clients. Last year we took over the campaigns for a financial services business, and switching one (well established and profitable) ad set from the original image to a new one produced an instant 20% decrease in lead cost, which makes a big difference when the ad spend is £100+ a day. And this was only part of multiple ongoing optimisations.Here are the most common mistakes revealed during the audits I’ve done in the past months, and then the best way to choose your images/videos.
- Using stock-y images.
The ONLY job of the image/video that you use is to get enough attention to stop someone scrolling for a split second, so that they can scan the ad copy to see if it’s relevant/interesting. And bland stock imagery is about as un-attention-grabbing as things get.This is surprisingly common practice though – an SEO agency client of mine was putting heaps of effort into their content, but they used boring corporate-style stock photos and graphics that completely nullified their good work.Likewise, a charity I audited were using clip-art type ads because they “didn’t know what else to use.”Often we have no choice but to use stock photos, but sites like pexels.com and Unsplash.com make it much easier to find genuinely interesting pics to use for free.
- Not trying slideshows.
Us mammals are hard-wired to pay attention to movement. Being able to spot potential danger early was an evolutionary advantage, and for that reason, using video often works better for getting attention than a still image.A client of mine runs an online course that teaches people about a property investing strategy. They put out quality content, and then sign people up to their webinar workshop.Their still images did OK, but once we started using a slideshow of those same type of images, click-through-rates went up.
- Leaving nothing to the imagination
This is for Ecommerce sites.If you sell a product, then just showing it up-front isn’t very exciting.An affiliate company I audited spent £10’000’s a month on ads, and the pattern was clear. Showing the product right there on the ad got worse CTR’s than teasing it, or showing a ‘lifestyle’ image related to it (for example – showing a group of girls on a night out and the ad being about a purse or a pair of shoes). This is because of the curiosity teasing creates
- Ignoring video
As per the slideshow point above, movement is good.But a LOT of companies I’ve audited seem hesitant to record video.When pushed about why, lots of people mentioned video quality/production values etc – but the truth is that smartphone videos often outperform more expensive ones, so if what you sell can be recorded, do it.This was the case with a Ecommerce store who sold beautiful prints. Their prints were great, the photos of them on a wall were fine, but when you add in some movement via a simple video of the picture on the wall, with a simple pan or close-up, it’s much more visually enticing.
- Faces (not enough)
We are social creatures, so using pictures of real people almost always is a good move, because they catch the eye.
- Faces (too many)
However, I audited one online coach, who had photoshopped his face into every image. It was funny if you knew him, but didn’t go down well with cold audiences, who presumably just thought he was a weirdo.
I see a few people who have obviously been told that ‘real’ photos do best, and so are taking snapshots and posting them up – but ignoring the fact that they aren’t actually nice to look at. This was the case with a Kids club business – kids running around a football pitch at 5pm in the rain does not make for exciting visuals without a little help.It’s not a lot of effort to load up photoshop and up the brightness & contrast of a photo, but it will make a huge difference in how much attention it gets.
- Not testing.
I did a big post a few weeks ago about testing, and images/videos are one of the key areas to test.Don’t just chuck up one photo and never try anything else. If you do that, who knows how much money you’re leaving on the table?
This is hard to hear for some, but nobody gives a shit about you or your business at first.This thankfully seems to be on the decline, but the amount of people using their company logo as an image, or plastering it across a photo is too damn high.You’re not Nike, stop it.Other notes:
- Using words on your images
This can work well, especially for retargeting ads – but the way to do it best is just to stick to a short sharp version of your headline. Remember, the visual’s only job is to get people to stop scrolling for half a second, so don’t fill it with details (or logos) they don’t care about.Also, if you cover more than about 20% of your image with text, your reach will be reduced.
- Try to avoid blue and white (the colours of FB) being the main colours.
I don’t have enough data here to be certain, but from experience, photos that don’t stick to FB’s colour scheme seem to do better, and it would make sense that was the case.
The right way to approach your visuals
Firstly, I’ll say it again – the job of your image/video is to get attention – that’s it.Effective attention-getting visuals tend to fit into one of 3 categories:
1. The target market
Show an image/video of the type of person you’re speaking to – they will pay attention because it’s relevant to them. For example – if you run a food truck, then a photo of your customers eating an awesome-looking burger in front of a recognisable place/landmark in your town.
2. The problem/solution
Demonstrate either the issue at hand, or your product/service solving that issue – again, people will pay attention because it’s relevant.For example – If you sell waterproof hiking shoes, you could show someone with wet socks looking miserable.
3. A pattern interrupt
Something that just seems out of place will get attention (read Purple Cow by Seth Godin), but beware of using ‘wacky’ but irrelevant images/videos for the sake of it. These might get people to stop/click, but it’s likely doing nothing to qualify the right people. For example – I saw a FB ad a while back that was just a picture of a cute dog, with a headline along the line of “Instead of you seeing a boring advert, I’m paying to show you this pup” – it got my attention, but that was that. Hope that’s helpful, let me know your experiences or questions.