Paid search

Paid search—often shortened to PPC (pay-per-click)—is the practice of buying ads that appear in a search engine’s results when someone types a query relevant to your product or service. You bid on keywords; the platform shows your text ad, shopping card or call-only unit; and you pay only when a user clicks. CPC (cost per click) is the fee you pay for each of those clicks. Think of PPC as renting pole-position on Google, Bing or any other search engine so your offer surfaces precisely when a prospect is asking for it.

Although Google Ads dominates share of wallet, paid search is not a Google monopoly. Microsoft Ads (formerly Bing Ads) delivers surprisingly strong ROI in certain B2B niches—legal, manufacturing, senior decision-makers—because its audience skews older and desktop-heavy. Emerging engines such as DuckDuckGo and privacy-first platforms run smaller but often cheaper auctions. The unifying trait is intent: unlike paid social, where you interrupt scrolling users, paid search answers an expressed question (“best B2B CRM pricing” or “cyber-security audit UK”).

I built my first Google Ads account in 2010—back when exact-match meant exact and Quality Score felt like magic. Fifteen years and countless campaigns later, the core formula still thrills me: right message, right keyword, profitable click. Platforms have matured—AI bidding, audience layering, RSA copy rules—but the marketer’s job is unchanged: translate customer pain into keywords, craft compelling copy, and structure campaigns so data teaches what to keep and what to cull.

Captures high-intent traffic at the moment of need

Organic SEO takes months; outbound emails catch prospects mid-task. Paid search hits now: a CFO types “reduce SaaS churn” because budget reviews loom. Your ad answers that need within seconds. No other digital channel marries timing and intent so tightly.

Provides immediate, controllable scale

Turn the budget dial up and clicks appear within hours. Pause spend and costs stop—no long-term contracts. This elasticity makes paid search perfect for launches, seasonal pushes or filling pipeline gaps while slower channels (SEO, ABM) spin up.

Generates data to refine every other channel

Keyword reports reveal the language real buyers use. Copy tests show which hooks—cost reduction, compliance, speed—drive action. That intel feeds SEO strategy, landing-page messaging and even outbound subject lines. Paid search is the lab where hypotheses meet hard numbers fast.

Gives measurable, funnel-wide metrics

Because every click carries a UTM tag, you can trace a deal from search term to revenue. Connect Google Ads or Microsoft Ads to your CRM and you know CPC, cost per MQL, cost per SQL and ROAS by keyword cluster. Those signals sharpen budgeting far beyond impressions or vanity clicks.

Map intent before keywords

List the jobs-to-be-done your solution tackles, then translate each job into questions a prospect would search. “Automate SOC 2 reports” or “B2B podcast agency pricing.” Group by similarity; those clusters form ad groups. Intent first, syntax second.

Choose the right platforms

• Google Ads – unrivalled volume, sophisticated bidding, extensive extensions (callouts, sitelinks, structured snippets). Competitive, but Quality Score rewards relevance.
• Microsoft Ads – 5 – 15 % of search volume in most English-speaking markets, often half the CPC. Syncs with Google editor exports, so duplication is easy.
• Secondary engines (DuckDuckGo, Ecosia, Yahoo Japan) – low volume but niche wins where CPC elsewhere is brutal. Test with exact-match high-intent terms.
• Marketplace search – Amazon, G2, Capterra: technically CPC search ads inside walled gardens. Ideal if your buyers research there.
  

Structure for data clarity

1. Campaign – one goal or product line (e.g. “B2B CRM UK”).
2. Ad group – tight keyword theme so copy matches query.
3. Ads – at least three responsive search ads; pin primary promise in headline 1.
4. Landing pages – one per ad group for perfect message match; no generic home page dumps.
   

A clean hierarchy prevents “garbage in, garbage out” reporting. If 50 keywords share one ad, you never learn which query resonates.

Align bidding with business value

• Target max conversions when volume is priority.
• Target CPA once you know acceptable cost per MQL.
• Target ROAS when offline revenue tracking feeds back into Google or Microsoft.
  

Manual CPC still has a place for low-volume, high-value keywords—give algorithms data they can learn from; hand-adjust the rest.

Match PPC with funnel stage

• Top-of-funnel queries (“what is sales pipeline”) – cheaper clicks, guide/nurture offers, brand building.
• Mid-funnel queries (“sales pipeline template”) – comparison pages, toolkits, webinars.
• Bottom-funnel queries (“best pipeline software price”) – demo CTAs, pricing pages, call extensions.
  

Layer remarketing lists or customer match to raise bids for previous site visitors and idle SQLs—paid search becomes a BoFu accelerant, not just ToFu.

PPC versus SEO

• Speed – PPC is instant; SEO compounds but is slow.
• Cost curve – PPC costs every click; SEO costs content upfront, clicks feel free later.
• Control – PPC copy and placement can be tweaked anytime; SEO rankings dance to Google’s algorithm.
• Longevity – PPC stops when budget ends; evergreen SEO traffic persists.
  

Winning B2B teams run both: paid search captures demand today; SEO builds a moat for tomorrow.

PPC versus paid social advertising

• Intent – searchers announce a need; social users scroll for news or networking.
• Targeting – paid search is keyword + audience; social is audience + creative hook.
• Creative – search demands concise text; social rewards visuals and storytelling.
  

Use paid social to create demand (new pain awareness) and paid search to harvest that demand when prospects Google for a solution.

Frequently asked questions

Is bidding on competitor brand names worth it?

Brand-bidding can work if your product offers a strong differentiator and the CPC is reasonable. Expect lower Quality Score and watch for legal restrictions on trademarks.

How big a budget do I need to start?

Enough to reach statistical significance. For low-volume niches that might be £500 a month; for broader markets, £2 – 3 k is a realistic floor to gather meaningful data within six weeks.

Does broad match still make sense?

With modern AI-driven matching, broad can unlock hidden terms—but pair it with smart bidding and negative-keyword discipline. I start with phrase/exact for control, then layer broad once conversion data guides the algorithm.

What about click fraud?

Most engines auto-filter obvious fraud. Third-party tools monitor suspicious IPs, but focus first on Quality Score and keyword intent; wasted spend from poor structure dwarfs fraud in 90 % of accounts I audit.

Recap

Paid search is intent-driven advertising: you pay only when someone clicks an ad tailored to the words they typed. Its power lies in immediacy, scalability and data fidelity. Mastery comes from mapping jobs-to-be-done into keyword clusters, structuring campaigns for clarity, and layering audiences and bidding strategies to match funnel stage. Combine it with SEO for compounding reach and with paid social for demand creation, and you have a full-spectrum growth engine that has served me—and dozens of B2B teams—profitably since 2010.