Layering Success: How To Target High-Intent Users In Google Ads via @sejournal, @LisaRocksSEM

In an increasingly data-driven advertising world, getting your ads in front of the right people can make all the difference.

One powerful way to achieve that is through audience layering in Google Ads.

By stacking multiple audience signals like remarketing lists, in-market segments, and more, you can deliver highly relevant ads and zero in on high-intent users.

Audience layering can be complicated. Let’s dive into what audience layering is, the key components, and an example demonstrating how you can start using it effectively in your campaigns.

What Is Audience Layering?

Layering audiences in Google Ads means combining different audience targeting methods within a single campaign or ad group.

Instead of targeting just one broad group, you stack multiple criteria to create increasingly specific segments of users.

By filtering out less-qualified traffic, layering helps you focus on the people most likely to be interested in your products or services.

This approach allows you to refine your ad spend by reaching more qualified groups and speaking directly to their interests or behaviors.

As a result, you can reduce wasted spend and improve overall ad performance.

What Are The Benefits Of Layering Audiences?

• Targeting Efficiency & Relevance: By layering audiences, you’re showing ads to people most likely to be interested with messaging more relevant to each group’s specific needs. This reduces wasted ad spend, leading to higher conversion rates.
• Better Control Over Bidding: Layering allows you to bid differently for different audience combinations. You might be willing to bid higher for users who are your ideal customers and also okay with branching out a bit on other targeting.
• Enhanced Insights: By analyzing the performance of different layered segments, you gain valuable insights into which audience combinations work best. This helps you optimize your campaigns and allocate your budget more effectively.

Which Types Of Audiences Can Be Layered In Google Ads?

Let’s look at the types of audiences we can choose from that are eligible for using together for advanced targeting. You can layer the following audience types (with exceptions noted below):

• Remarketing Lists: Target people who previously visited your site, used your app, or engaged with your YouTube channel.
• In-Market Audiences: Reach users actively researching or comparing products/services in your category, ideal for capturing high-intent shoppers.
• Affinity Audiences: Group users by broad interests or lifestyles, such as “Pop Music Fans” or “Outdoor Enthusiasts.”
• Customer Match: Use your own customer relationship management (CRM) data (e.g., email lists) to re-engage known customers or leads who have already shown interest in your brand.
• Audience Segments: Formerly called “custom affinity” or “custom intent,” these let you define audiences based on URLs, apps, or keywords relevant to your niche.
• Detailed Demographics: Refine your targeting based on age, gender, parental status, household income, and other demographic factors.
• Combined Audiences: Combined Audiences (for Display, Video, and Discovery campaigns) allow you to create more complex targeting by combining different audience segments. This primarily uses “AND” logic, meaning you target the intersection of the combined audiences. For example, you can target users who are both on your remarketing list and in a specific in-market audience. While there isn’t direct “OR” logic within Combined Audiences, similar results can be achieved by creating separate ad groups for each audience or using bid adjustments with Observation.
• Life Events: Target users in display and video campaigns based on significant life moments, such as graduating college, getting married, or moving.
• Location Targeting: While not an audience, is also a crucial component and often serves as a foundational layer upon which other audience targeting is applied. For example, you might target people interested in “movies” (an Interest) who are also located within a specific city or region to advertise your theater.

By strategically layering these audience segments – and considering location targeting as a base layer – you can significantly improve the relevance of your ads, reaching the most qualified potential customers.

What Is Targeting And Observation?

The concepts of Targeting and Observation are directly related to audience layering strategies in Google Ads.

They determine how your layered audiences interact with your broader targeting settings and influence who sees your ads and how much you bid for those impressions.

Here’s how they relate:

Targeting Only And Layering

When you use Targeting with multiple audiences, you create a restrictive layering effect. Think of it as an “AND” relationship between the layers. A user must belong to all targeted audiences to see your ad.

• Example: You target people who are “travel buffs” AND people located in Oregon. Your ad will only be shown to users who meet both criteria. Someone interested in travel but located in California would not be served ads. Someone in Oregon who isn’t interested in travel would also not be served ads.

This approach is excellent for focusing on highly qualified audiences but can significantly limit your reach.

Observation And Layering

By adding audiences in Observation, you are not directly targeting the observed audiences. The primary purposes of adding an audience to Observation are:

• Gathering Statistics/Insights: Observation allows you to see how different audience segments perform within your existing targeting. You can analyze metrics like conversion rate, cost per action (CPA), and return on ad spend (ROAS) for each observed audience to understand which segments are most valuable.
• Making Bid Adjustments: Based on the performance data, you can adjust your bids for observed audiences. Increase bids for high-performing segments and decrease bids for lower-performing ones. This allows you to optimize your bidding strategy without restricting your reach.
• Example: Your base targeting is the keyword “Outdoor Gear.” You then add “travel buffs” and people located in Oregon as observed audiences. Your ads can be shown to anyone searching for “Outdoor Gear.” However, you might bid higher for users who are also interested in travel (showing stronger purchase intent) and even higher for those travel buffs who are also located in Oregon (your primary target market).

This approach allows for a broader reach while still prioritizing high-value segments through bid adjustments.

Layering Strategies And Targeting/Observation

Effective audience layering strategies often involve a combination of Targeting and Observation. Here are a few common approaches:

• Start With Observation: Begin by observing multiple audiences to gather performance data and identify high-performing segments.
• Transition To Targeting: Once you identify a high-performing observed audience, you might switch it to Targeting to focus your budget exclusively on that segment.
• Combine Targeting And Observation: You might target a broad audience (e.g., “Outdoor Enthusiasts”) and then use Observation to layer in more specific interests (e.g., “Hiking”) for bid adjustments.
• Hierarchical Layering: Use Targeting to define your core audience (e.g., location and demographics) and then layer on observed audiences for interests and purchase intent to refine bidding.

By understanding the interplay between Targeting and Observation, you can create sophisticated audience layering strategies that maximize reach and improve data gathering for optimal targeting.

Screenshot of Google Ads (settings by author), January 2025

Which Campaign Types Support Audience Layering?

Audience layering, using both Targeting and Observation, is available across several Google Ads campaign types, but with some differences in functionality and availability of audience types.

The campaign types below are all supported, but have slightly different use cases by campaign:

• Search Campaigns: Refining targeting based on user intent and demographics, particularly for reaching users who have previously interacted with your website (remarketing) or are actively researching relevant products/services (In-Market).
• Display Campaigns: Reaching users based on interests, demographics, and browsing behavior across the Google Display Network. Layering is a key strategy for narrowing your audience and improving the relevance of your display ads.
• Video Campaigns (YouTube): Reaching users based on their YouTube activity, interests, and demographics. Layering allows you to target specific viewer segments and optimize your video ad campaigns for better engagement and conversions.
• Demand Gen Campaigns: Demand Gen campaigns are designed to drive conversions and generate leads. Audience layering allows you to refine your targeting to reach users who are most likely to convert and cater your sales messaging to those segments.
• Performance Max Campaigns (Special Case):
  • Targeting (Limited): While Performance Max campaigns use audience signals, you don’t directly set Targeting or Observation in the same way as other campaign types. You provide Google Ads with “audience signals” (including your website, customer lists, and other audience segments) to help the system understand your ideal customer. Google’s automation then uses these signals to optimize targeting and reach the most relevant users across various channels. Google notes: “However, this isn’t a guarantee that ads will be served to only users within these audiences. If it’s determined that other segments of users are converting well, ads will be served outside of users specified in the audience signals.”
  • Audience Signals: You can provide a wide range of audience signals, including website visitors, customer lists, custom segments, and interests. These signals act as a form of layering, informing the system about the characteristics of your target audience.

Key Considerations:

• Campaign Goals: Your campaign goals should inform your audience layering strategy. For example, a campaign focused on brand awareness might use broader targeting with Observation for bid adjustments, while a campaign focused on conversions might use more restrictive Targeting to reach highly qualified leads.

By understanding how audience layering works across different campaign types, you can adapt your targeting strategies to achieve your specific marketing objectives.

How Do I Set Up Audience Layering In Google Ads?

It can be a bit confusing knowing how to set up audiences and layer them in Google Ads. The following steps will get you there:

1. Campaign > Select the campaign for which you want to apply audience layering.
2. In the side menu > Audiences, keywords, and content > Audiences.
3. Look to the right > Audience segments > Add Audience segments.
4. Pick a campaign or ad group from the pop-up menu.
5. Select the “Targeting” or “Observation” radio button – you can only choose one.
6. Search or browse audience categories.
7. Add Audiences > Select the audiences you want to layer.
8. Save.
9. Set Bid Adjustments (for Observation): After saving, you’ll be kicked back to step 3. Here, choose “show table,” where you will see the list of targeting you selected. There is a field to edit/add bid adjustments.

Audience Layering Example

Let’s look at an example of how we can layer audiences for a fictitious company selling kayaks in-store in the state of Oregon, USA.

Targeting Recommendation

1. Location Targeting: Focus on geo-targeting cities/towns near popular kayaking spots in Oregon.
2. In-Market Audience Targeting: Layer “Water Activities Equipment & Accessories” and “Outdoor Recreational Equipment” in-market audiences.
3. Affinity Audience Targeting: Layer “Outdoor Enthusiasts,” and “Water Sports Enthusiasts” to reach users who have a general affinity for these lifestyles.

Explanation And Justification Of Layering:

Layer 1: Location Targeting (Cities Near Kayaking)

This layer focuses on users physically located near popular kayaking destinations in Oregon who are geographically more likely to be interested in kayaking activities in Oregon.

This recommendation is standard for a business offering location-specific services or targeting local customers.

It ensures your ads are shown to people who are geographically relevant and more likely to visit your physical store or participate in kayaking activities in the area.

Layer 2: In-Market Audiences (Water Activities Equipment/Outdoor Recreation)

This layer targets users actively researching and considering purchases related to water sports gear and outdoor recreation.

This signals a higher purchase intent compared to users who simply have a general interest in these categories.

By layering this audience with the location targeting, you’re reaching people near kayaking spots who are also actively looking to buy relevant products or services, making them highly qualified leads.

Layer 3: Affinity Audiences (Outdoor/Water Sports)

This layer broadens your reach beyond those actively researching purchases. It targets users with a general affinity for outdoor activities, travel, and adventure.

While these users might not be immediately ready to purchase, they represent a larger pool of potential customers who could be interested in kayaking.

This layer helps increase brand awareness and introduce your kayak company to a wider audience who share relevant lifestyle interests.

By layering these audiences, the kayak store can reach a highly targeted audience (those interested in outdoor activities, located near kayaking spots, and actively researching related purchases) while also reaching a broader audience of potential kayakers through affinity targeting.

The diagram below further illustrates how this targeting plays together.

Segment “A”: Represents the audience reached where the location and the in-market audience overlap and both are targeted.

Segment “B”: It is likely, but not guaranteed, that a small sample of people will be in all audiences – the in-market, affinity, and in the location targeted. This would be an ideal audience.

Segment “C”: Represents the audience reached when both in the location and in the affinity audience list.

Diagram created by author, January 2025

How Do I  Measure Success?

Now that we’ve explored an example layering plan, let’s get ready to evaluate the success of layered audiences.

Like most campaigns in Google Ads, focus on these key metrics:

• Conversion Rate: Which audience combinations lead to the most conversions (sales, leads, etc.)? A higher conversion rate indicates a more qualified audience.
• Cost Per Conversion (CPA): How much does it cost to get a conversion from each layered audience? A lower CPA means you’re getting conversions more efficiently.
• Return on Ad Spend (ROAS): For every dollar you spend, how much revenue are you generating from each layered audience? A higher ROAS indicates a more profitable audience.
• Click-Through Rate (CTR) (Secondary Metric): While not a direct measure of success, a higher CTR can suggest that your ads are resonating with a particular audience segment.
• Impression Share (For Targeting): If using Targeting, monitor the impression share to see if you’re reaching all available users within your targeted audience. A low impression share could suggest that your bids are too low or your targeting is too specific.

By analyzing these metrics for each layered audience, you can identify valuable segments, optimize your bids, and refine your targeting.

Final Thoughts

Audience layering stands as a cornerstone strategy for PPC professionals looking to maximize their advertising impact in today’s rapidly evolving digital landscape.

By strategically combining audience signals, you create targeting precision that directly impacts your bottom line.

Successful audience layering isn’t set-and-forget. Your commitment to understanding and applying these strategies will directly impact your campaign’s success.

The power lies not just in the layering itself, but in your approach to selecting, measuring, and optimizing these combinations over time.

More Resources:

Featured Image: U-STUDIOGRAPHY DD59/Shutterstock

Paid Media Marketing In 2025: 7 Changes Marketers Should Make via @sejournal, @brookeosmundson

Paid media marketers, take a deep breath – 2024 was a whirlwind, wasn’t it?

AI officially moved from buzzword to business-as-usual, with tools like Google’s Gemini and Microsoft’s Copilot changing how we create ads, manage campaigns, and even analyze performance.

Privacy updates threw yet another curveball, with third-party cookies trying to fade into the sunset, but then Google reversed its decision, and platforms stepped up with new privacy-friendly targeting solutions.

Oh, and let’s not forget TikTok and Reddit leveling up their ad platforms, making them serious players for advertisers looking to diversify beyond Google and Facebook.

And then there’s Google’s AI-generated search overviews. If you haven’t seen them yet, they’re already shifting how ads show up in search results, adding new dynamics to a space we thought we had figured out.

Basically, the industry didn’t slow down this year – it sped up.

As we head into 2025, the message is clear: Staying still is not an option. The platforms are evolving, consumer behavior is shifting, and if you’re not testing, adapting, and optimizing, you’re falling behind.

Whether it’s leaning into AI, rethinking targeting, or getting smarter about how you spend your ad dollars, there’s no shortage of ways to level up your paid media game this year.

So, let’s talk about seven tangible changes you can make next year to keep your campaigns ahead of the curve.

These aren’t theoretical tweaks – they’re practical, actionable strategies you can implement today to drive better results tomorrow. Let’s dive in.

1. Embrace The Shift To Conversational AI In Ad Creation

Conversational AI tools like Google’s Gemini and Microsoft’s Copilot enable ad creation and optimization in a more fluid, interactive way.

They’re becoming essential for marketers who want to scale ad variations without exhausting creative resources.

If you’re looking to test and scale how this can work for you, start small with AI-generated ad copy tests. Use the conversational AI tools within the Google Ads platform to create a few new ad variations that differ from your standard copy.

For instance, if your current ads are heavily CTA-focused, let the AI suggest more storytelling or benefits-driven language and test these versions in a limited campaign to gauge performance.

Another tip is to start experimenting with ad personalization at scale. AI tools allow you to input audience insights, such as location or interests, to create tailored ad variations.

Create segmented ads that appeal to different demographics or psychographics and use split testing to identify which approach resonates best.

Lastly, whenever you’re using AI-generated content, make sure to set aside time to review those suggestions monthly. Take note of recurring suggestions that could highlight hidden opportunities or adjustments you may not have initially considered.

2. Refine Ad Targeting With Data Privacy In Mind

With the unreliability of third-party cookies, the upcoming year marks the need for refined targeting strategies that balance effectiveness with privacy.

Tools like Google’s enhanced privacy features and Microsoft’s predictive audience segmentation help ensure you’re reaching the right users in a compliant way.

Now’s the time to develop a robust first-party data strategy. Start by auditing your first-party data to identify gaps and potential sources for future data.

You can also utilize your customer relationship management (CRM) tools and website data collection to capture behavior-based insights and create audience segments you own.

Additionally, because both Google and Microsoft allow Customer Match solutions, it’s a great time to review those policies.

Google is updating its Customer Match policy in January 2025 to ensure that first-party data being used in campaign targeting has been collected with consent.

This leads to implementing a consent-based tracking strategy for your company.

Use tools like cookie consent managers and transparency banners to build trust and ensure you’re gathering data responsibly. If you don’t, you’re at risk of not being able to use first-party data solutions by the ad platforms.

When creating a consent-based tracking strategy, it’s also a good idea to proactively share with users how you use their data and offer clear opt-out options. Transparency is key in this two-way buyer and seller relationship journey.

3. Optimize For AI-Driven Search Ad Placements

AI-generated search summaries, especially in Google’s AI Overviews, are creating new ad placements and impacting traditional ad performance. This trend requires close monitoring and proactive adjustments to stay competitive.

As these new ad placements continue to roll out, here are a few tips to make sure your PPC ads are optimized for this new wave of AI content.

• Monitor CTRs On AI-Influenced Placements: Start tracking the click-through rates of ads appearing in AI-generated results versus traditional SERPs. This insight can help you understand whether AI-generated placements impact user engagement and identify areas for improvement.
• Create Specialized Assets For AI Overviews: Use images, headlines, and descriptions designed for short attention spans. For instance, include a compelling image and a clear, concise CTA in your ad to boost appeal in this new placement.
• Review Performance Max Insights Regularly: Google’s Performance Max campaigns, which include AI-driven placements, provide insights into what combinations work best across channels. Use this data to refine ads in other campaigns where similar placements are available.

4. Lean Into Multi-Channel Campaign Integration

With consumers using multiple platforms interchangeably, paid media strategies must embrace an integrated, omni-channel approach.

Platforms like TikTok and Reddit have built out more robust ad offerings, providing marketers with more cross-platform synergy.

Start by mapping out a cross-platform customer journey. Outline your audience’s touchpoints across different platforms.

For instance, if your customer typically discovers products on TikTok but purchases through Google Shopping, ensure you’re present and active on both channels with consistent messaging.

Another item to keep in mind is utilizing platform-specific metrics to refine your strategy.

Each platform has unique engagement metrics. For example, on TikTok, you can monitor completion rates and engagement (likes, comments) to assess content effectiveness.

LinkedIn, on the other hand, is a place to focus on connection and message response rates.

Tailor your content based on what performs best on each channel. Each channel should have a different content strategy, not just putting the same ads across all platforms, hoping that one of them will click with a user.

5. Optimize Creative Customization With AI Image Editing

AI-powered image editing allows for rapid customization across visuals, which is critical for multi-audience campaigns.

Canva’s integration with Google Workspace and Microsoft’s AI image generator simplifies the creative process, enabling customization without extensive design resources.

To make the most of these AI editors and integrations, start with creating templates for faster customization.

Design or download templates on Canva that match your brand guidelines, making it easy to adjust colors, fonts, and messages for different audiences with minimal effort.

The templates can help you maintain visual consistency while catering to different segments.

To take it up a notch, try running A/B tests on custom visuals. Create two or more variations of AI-edited images to test different elements.

When testing creative, make sure to test differences that are noticeable enough. Track which visual styles drive the most engagement, and use those insights to guide future designs.

If you’re targeting multiple locations in your ads, use AI tools to adjust visuals for regional appeal.

For example, if you’re running an ad in New York and California, you can use AI to create images that feature landmarks or seasonal elements relevant to each location.

6. Enhance Attribution Tracking And Adjust KPIs Accordingly

A multi-device world demands better attribution tracking to understand the entire customer journey.

Google’s Enhanced Conversions and Microsoft’s Customer Insights provide more reliable data across touchpoints, helping marketers adjust KPIs to reflect complex engagement patterns.

To start, review enhanced conversions for first-party tracking to determine if this makes sense for your account.

Enhanced Conversions capture data from form fills or purchases to match offline actions back to Google Ads. When setting this up, make sure your campaigns reflect actual conversions, not just clicks, allowing for more accurate reporting.

Additionally, if you’re still using Last Click attribution models, you will be left in the dust.

It’s time to move beyond last-click attribution to track the impact of each customer touchpoint. You can use Google Analytics or Microsoft’s attribution reports to assess the role of each ad in a customer’s journey, and allocate credit accordingly.

Lastly, when it comes to measurement, it’s time to evolve your key performance indicators (KPIs). Not every channel in your marketing mix should be measured by direct purchases.

Just last year, in North America, the average person owned 13 devices – a 63% increase from 2018.

Users leverage multiple devices during their purchase journey, accounting for more visits but fewer conversions. No wonder conversion rates are decreasing!

For example, if you’re running a brand awareness campaign on TikTok for an audience who’s never heard of you, your KPIs should not be measuring purchases.

Track meaningful metrics like engagement rates, increase in branded search queries, or time on site to understand how those platforms contribute to long-term brand growth and loyalty.

7. Make Influencers Part Of Your Marketing Model

Small and large influencers alike are an awesome resource at your fingertips, just as long as your audiences align.

Even brands with a few thousand followers can utilize influencer marketing to make a big difference and gain traction in the market.

You can use AI tools to help you find the top influencers in your space. Then, figure out a Cost Per Acquisition (CPA) for working with them.

From there, you can create a win-win partnership that gets you more leads or purchases while the influencer earns income.

However, be sure to vet your influencers carefully. Users are quick to spot inauthentic content, so make sure that your influencer strategy includes real, authentic voices that truly love and use your product.

Whichever you choose, make sure the influencers you find are big enough to provide real value to your brand — and that you’re paying a CPA that makes sense for your budget and overall goals.

Your 2025 Plan Should Be Evolving

Paid media isn’t about keeping up – it’s about staying ahead.

The industry is moving faster than ever thanks to AI tools, helping us rethink how we work, while privacy changes and new ad formats force us to refine how we connect with our audiences.

The days of “set it and forget it” are long gone. Today, success means constantly testing, tweaking, and evolving your strategy to meet the moment.

The good news?

These changes shouldn’t be seen as obstacles, but opportunities.

By embracing AI for ad creation, experimenting with emerging platforms, and creating a truly user-first experience, you’re not just keeping up with the trends. You’re setting yourself up to thrive in a more competitive landscape.

The bottom line: This is your chance to get creative, think strategically, and use every tool at your disposal to drive results.

Paid media is evolving, and so should you. Let’s make this the year you push boundaries, test boldly, and grow your impact like never before.

More Resources:

Featured Image: TarikVision/Shutterstock