This ad (see below) was placed on Yahoo’s homepage - so unless it’s behaviorally targeted to me, it is a general ad placement without any pre-determined relevance to me (classic push ad). These generally placed push ads are often ignored, and have low click through rates and even lower conversion rates (if that metric is applicable). Lets say I want information on keyboards and type the word ‘keyboard’ in the search form, I am now seeing ads that are relevant to my information pull and more likely to match my online intent compared to the generally placed ad for degrees.info on the Yahoo homepage.
Push versus Pull Advertising - Matching Interest and Intent


Pull - Best at Matching Interest and Intent
One of the great aspects of search engine advertising is the ability to provide relevant ads to someone when they are pulling specific information. If I search for the term ‘keyboard’ and see relevant ads about keyboards - I will want to review these ads and possibly click on one. These ads are being displayed right when I am pulling keyboard related information and there is a good chance an ad will also match the intent of my search (purchase, research, or anything else). These search ads usually have good click through rates and conversion rates. Keep in mind buying the correct keywords is required to maximize the chance of matching user interest and intent.
Some Pull - Okay at matching Interest and Intent
Examples of serving ads based on some type of pull are behaviorally and contextually targeted ads. Say I am looking for information on keyboards (searching on an engine) and I click on a few ads, hit some landing pages and than go on to something else. If days or weeks later a keyboard ad is served to me when visiting any type of web page (based on my previous search for keyboards) this newly displayed keyboard ad may still be relevant and useful to me. However, I may have already purchased a keyboard or found the information I was looking for and ignore these newly served ads based on my previous online information pulls.
Contextually placed ads have relevance as well. If I am reading articles on keyboards - seeing ads related to keyboards may be helpful to me and I may click and convert. However my interest and intent in less clear than well typing keywords into a search engine. Ads that are contextually targeted will have more relevance than those that are not, see example below.
When I am on the interstate driving through South Dakota (lets say I am on my way to Montana for some Fly Fishing) the millions of billboard signs for Wall Drug have some relevance. I may already be planning on stopping and if not one of the billboard signs may draw my attention and make me interested in visiting (I am in the state – relevance). Seeing a Wall Drug billboard sign in Wisconsin has much less relevance to me. It is unlikely my intent while driving in Wisconsin is to visit Wall Drug or that seeing this billboard will result in a visit (but it is possible). A billboard sign for Wall Drug in Wisconsin is push (better for branding) - as my interest and intent is unknown and I am unlikely to take immediate action. Whereas the relevancy of the billboard in South Dakota may impact my immediate behavior and it is more likely I already have an interest.
This analogy is the same with contextual based advertising. Serving me an ad about keyboards while reading an article on keyboards at PC Magazine is much more likely to garner a click on the ad and ultimately a conversion (if applicable). Serving me a keyboard ad while reading an article on a sports site about the Wisconsin Badgers upcoming football game is much less relevant and not likely to impact my immediate behavior. Even if I am interested in keyboards while visiting the sports site, the intent of my current action - reading about sports does not match the keyboard ad (this timing intent change can be a problem with behaviorally targeted ads served post pull).
Push - Probably Will Not Match Interest and Intent
Serving me an ad without direct relevance to my interests, intent, or behavior at the time of impression will probably only work for branding (like the Wall Drug sign in Wisconsin). If I am reading a news article on a news site and an ad for something unrelated to the article is served I will likely not be interested in the ad and there will be no intentional clicking, viewing, etc. even if it is flying across my screen. However if this type of push advertising can introduce me to something new or increase my awareness, but the possibilities of me clicking on an online push ad are low (maybe a 0.000001% click through rate). There is a very small chance the interest and intent of an online user will be met with a push ad - so save this type for branding.
When I tell people I work in online advertising I often hear you don’t make the pop ups do you - I hate those. What you hate is push advertising that interferes with your online interest and intent. Pull based advertising has likely helped you fulfill your online interest and intent - and you may even be a fan of online advertising.
The point is search engine advertising works so well because it the easiest and most efficient way to match ads with a person’s pull - their interest and intent. These principles are applicable to SEO as well. When optimizing your pages, optimize with keywords that increase the chance of matching the interest and intent of the searcher to the information and the actions for intent on your page (research, purchase, etc). This will give the searcher a great experience based on their information pull and increase the conversion rate on your website.