The Little Known Secret to Get 50% More Clicks On Your Facebook Ads

June 27, 2018 • By

Jason HJH.

Subscribe to the Social Media Lab Podcast via iTunes | Stitcher | Spotify  | Google Play | RSS

Are you having a hard time getting people’s attention in the News Feed despite promoting your posts for thousands of dollars a month?

Perhaps you tried creating a high contrast image to create “pattern interrupt”, calling out your ideal customer in the first line of your copy, or using one of these methods known to get more clicks:

  • Writing a headline that makes people curious about what is hidden behind the ad
  • Saying something shocking
  • Using “FREE” in your headline
  • Differentiating your ad in the News Feed using lots of whitespace in the image
  • Placing objects in the ad image using the rule of thirds to create a focal point

But as you can see, these methods usually focus on the image or headline. Over time, as the quality of ads improves, you will need to think out of the box to get people clicking.

Enter Facebook Ads Comments.

Why Test Facebook Ads Comments?

I’ve worked with numerous eCommerce companies and one of the problems we constantly faced was dealing with the barrage of comments people were making on our ads.

Prospects’ questions, happy and unhappy customers, spam, and trolls were all over the place.

On an average day, you could receive a few hundred comments. Managing these comments alone required 2 full-time staff!

It made me wonder if we should even bother managing them.

Do these comments really matter? Or are we just overly concerned for nothing?

To find out (in typical Lab style), we decided to run an experiment!

Hypothesis: Comments on Facebook Ads will get more clicks.

facebook ad comments hypothesis 1

After thinking further, we came up a secondary hypothesis:

Secondary hypothesis: The sentiment of comments will affect the clickthroughs on your ad.

facebook ad comments hypothesis 2

Our Plan of Attack: How we tested the impact of Facebook Ads Comments on Clickthroughs

This experiment is designed quite differently from previous experiments. Let’s take a look at our campaign structure first and I’ll explain why.

Campaign Structure

Here’s how we structured the campaign:

We created one campaign with the conversion objective.

In the campaign there are 2 identical ad sets, each with an identical ad.

Experiment Flow

This is where things got interesting.

Not only did we want to compare between posts with and without comments, we also wanted to see if the sentiment of the comments mattered.

So we made sure of a few things:

  • We only targeted people who visited our website in the last 3 days. This is because we wanted to “reset” the audience after completing each stage of the experiment.
  • We created 2 identical ads in separate ad sets. One would be used for positive comments while the other was reserved for negative comments.
  • The first ad ran for 2 weeks without comments, then we added positive comments and ran it for another 2 weeks. After that, we paused the first ad and repeated the same process. The second ad ran for 2 weeks without comments, then we added negative comments and ran it for another 2 weeks.

This is important because both ads must not run at the same time. If they did, then the same people might see both ads and their decision to click on the ad may be affected by the comments they saw, hence influencing the accuracy of our results.

Targeting and Budget

Besides targeting people who visited our website in the last 3 days, we also excluded people who converted on the ad and our existing customers.

To get a decent dataset, we spent $20 per day on each ad.

The Ad

At the time of the experiment, Facebook announced that it was reducing organic reach of Facebook page posts, so we decided to jump on the news.

We promoted our popular free tool, the Facebook Barometer, which measures the reach of your page over time.

Test Results

Recall that we had 2 hypotheses:

  • Comments on Facebook Ads will get more clicks.
  • The sentiment of comments will affect the clickthroughs on your ad.

To measure the success of this experiment, we used both CTR (all) and CTR (link).

In case you don’t know, CTR (all) measures the clickthrough rate of all kinds of clicks on your ad, such as clicks on page name, a link in the ad, comments, and more. You can find out everything about CTR (all) in Facebook’s help center.

The reason why we used CTR (all) was because we are not only measuring people’s tendency to click on the ad to see what’s behind, but also their tendency to pay attention to an ad in the News Feed.

Alright, here are the results:

Hypothesis 1: Comments on Facebook Ads will get more clicks.

Ads without comments:

  • CTR (all) = 1.74%
  • CTR (link) = 1.37%

Ads with comments:

  • CTR (all) = 1.57%
  • CTR (link) = 1.39%

facebook ad comments results

Ads without comments had a 11% higher CTR (all) than ads with comments, but both of them had a similar CTR (link).

But was the difference in CTR (all) statistically significant? Let’s find out.

Unfortunately, the results did not pass the statistical significance test. In other words, if we repeated the experiment again, we may not see the same difference.

Now let’s compare the ads with positive and negative comments.

Hypothesis 2: The sentiment of comments will affect people’s tendency to click on your Facebook Ads.

Ad with positive comments:

  • CTR (all) = 1.88%
  • CTR (link) = 1.72%

Ad with negative comments:

  • CTR (all) = 1.30%
  • CTR (link) = 1.10%

facebook ad negative comments

As you can see, the ad with positive comments had 45% higher CTR (all) and 56% higher CTR (link) than the ad with negative comments.

facebook ad comments

But do they pass the statistical significance test?

Let’s take a look.

CTR (all):

CTR (link):

Yes, both of the tests passed this time! If we ran this experiment again, there is a 97% and 98% chance we would see the ad with positive comments outperform the ad with negative comments in terms of CTR (all) and CTR (link) respectively.

The lesson? Make sure to address negative comments on your ad and do more to encourage positive comments!

Now let’s dig into the insights we learned from this experiment.

Insights

1. If someone clicked on the ad despite the comments, they’re no more or less likely to convert.

At the end of the experiment, we generated 103 leads (people who signed up for the Facebook Barometer) from 369 link clicks at a conversion rate of 28%.

You would think that people who saw the negative comments were less likely to convert than people who saw the positive comments.

But we found that it wasn’t true!

While people who clicked on the link with positive comments were 20% more likely to try the tool, the results were not found to be statistically significant.

This could be due to 2 reasons. First, our dataset may have been too small with fewer than 100 site visits in each sample. Second, if someone clicked on the ad despite the negative comments, it is likely that they didn’t see those comments or those comments didn’t bother them at all. That would explain the reason why the conversion rates were similar.

2. Another factor could have influenced the results and it could be just as important as the presence and sentiments of ad comments.

When we mapped out the ad performance over time, we found that the ads received fewer clicks as time went by.

The ads would start out strongly in the first few days and fizzle out.

Which made me realize that while the CTRs were holding out strongly, the CPMs were rising over time, so Facebook served fewer impressions and we received fewer clicks.

Quick lesson: CPMs refers to cost per 1,000 mille (impressions), which is how much Facebook charges advertisers showing your ads 1,000 times.

Our takeaway? Make sure we refresh our ads often.

3. Facebook recently gave the app on desktop a facelift and it could have impacted the results of our experiment.

While scrolling through Facebook recently, I realized that ad comments are no longer directly visible on the News Feed.

If you visited Facebook now and tried to look at the comments under an ad, you will be redirected to the post link directly.

In other words, it takes you 2 clicks to see comments under an ad now.

And it also means that some people may not have seen the negative comments on the ads and as a result, the difference between ads with and without comments was less pronounced than we had expected.

Nevertheless, we found a pretty significant difference between positive and negative comments on your ads, so that’s something to take away.

Plus, the differences we talked about may be even bigger on mobile since the comments are still visible. We plan to conduct another test for the mobile News Feed this summer.

Conclusion

Have you taken notes from this experiment yet?

Here is a quick summary of our takeaways:

  • Ads with positive comments were more likely to get clicks than ads with negative comments. So make sure to address negative comments promptly and do more to encourage positive comments!
  • Time could be a huge factor in determining the performance of your ads, so make sure to keep your ads refreshed constantly!
  • Ad comments are no longer visible in the desktop News Feed but they are still visible on the mobile News Feed, which means that the differences we saw could be even more pronounced on mobile.
ut Praesent dictum Curabitur pulvinar elit. odio elit. risus. diam venenatis, velit,