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PRODUCT & GROWTH · 02

Digital marketing

A report saying “12,000 impressions” tells the business nothing. We build the chain from click to paid order, so “increase the budget” is a decision made on data.

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ATTRIBUTION

How to know which advertising brought the money

The source survives the handoffs between site, form and CRM — otherwise only clicks remain in the report.

analytics.example.rs
Enquiry #318
LIVE
by channel
A click on an ad campaign: spring
Behaviour on the site 3 pages
The enquiry is sent source captured
The enquiry in the CRM deal opened
The deal closes paid
A budget decision by channel
ATTRIBUTION
  1. A click on an adCampaign tags are stored on the first visit, even if the person returns a week later
  2. Behaviour on the siteYou see which pages were read, where they stopped and at which step the form was closed
  3. The enquiry is sentThe form passes the source, the page and the search query alongside the contact
  4. The enquiry in the CRMThe deal is created with its source, so the manager sees where the person came from
  5. The deal closesThe outcome returns to analytics: a sale, a rejection or the reason it did not work
  6. A budget decisionCost per enquiry and cost per sale are visible per channel — the budget can be moved
A FAMILIAR PICTURE

Why the report does not support a decision

The usual picture

  • The report is impressions, clicks and reach — the numbers grow, the sales do not
  • Enquiries arrive by email with no source, so they cannot be tied to any campaign
  • Calls are not counted at all, though some customers only ever call
  • The budget is split on gut feel: “last time it seemed to work”
  • The site and the ads live apart: the landing page does not deliver the ad's promise

Once the chain is joined

  • The report shows cost per enquiry and cost per sale for each channel
  • Every enquiry carries the source, the page and the query that brought the person
  • Calls are tagged with dedicated numbers and land in the same statistics
  • You can see which queries bring money and which only spend budget
  • The landing page is written to match the ad's promise, not the other way round
SCOPE OF WORK

What the acquisition work covers

Demand research

What people search for in your niche in Serbian, English and Russian — and which queries make sense at all.

Analytics setup

Counters, form events, source persistence and passing it to the CRM with the enquiry.

Search optimisation

Section structure, copy for real queries, markup, speed and correct language versions.

Advertising

Search and social campaigns with tagging, negative keywords and a clear group structure.

Landing pages

A page answers one specific query and leads to one action rather than everything at once.

Call tracking

Dedicated numbers per campaign, so calls enter the report alongside web enquiries.

Working the return

Email and messages to people who already showed interest — with a reason, not a reminder that you exist.

Reporting in money

A regular report: spend, enquiries, sales and what to change next.

HOW WE MEASURE

The tools that connect a click to a sale

Web analyticsOn-site behaviour, form events and the path to an enquiry
Webmaster toolsWhich queries already show the site and at what positions
Campaign taggingOne tagging scheme for links, so reports agree across systems
CRMWhere an enquiry becomes a deal with an amount and an outcome
Call trackingNumbers per campaign and the call recording next to the deal
A combined reportData from ad accounts, the site and the CRM in one table

Ad accounts, analytics and the domain are registered to your company — the campaign history stays with you through any change of contractor. We do not promise specific search positions: those are decided by the search engine, not by a supplier.

QUESTIONS

What people usually ask

How soon will there be results?

Advertising brings first enquiries within days — the question there is cost, not timing. Search works slower: a search engine re-evaluates page changes over weeks, and longer for competitive queries. We separate the two honestly in the plan, so one channel's expectations are not sold as the other's timeline.

Do you guarantee first place on Google?

No, and anyone who guarantees it is selling you something else. Position is decided by the search engine under rules that change. We are responsible for the work that influences it — structure, copy for real queries, speed, markup and links — and we show position movement in the report.

Our budget is small. Is it worth starting?

It is, if the task is narrowed. On a small budget a tight segment works better: one city, one service, a specific query with clear intent. Spreading a small budget across broad reach campaigns is the fastest way to spend it without a trace.

We already pay for ads but do not understand what is happening

Then the place to start is not new campaigns but an audit: where the budget goes, which queries spend it, whether enquiries reach the CRM and whether the source survives the journey. That step alone often finds half the budget going to irrelevant queries.

What do you need from us?

Access to the ad accounts and analytics, an understanding of your margins, and a person who can answer product questions. And feedback on enquiry quality: without it we optimise volume instead of what you actually need.