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Performance campaign taxonomy.
In 1966 Eugene Schwartz wrote down what every good salesperson already knew: a person moves through stages of awareness, and the message has to match the stage.
Unaware of the problem. Aware of the problem. Aware that fixes exist. Aware of your product. Ready to buy. Someone searching for your business by name is a few minutes from calling. Someone who just bought an RV is years from needing a new mattress. They need different messages, different budgets and different expectations.
This system gives each stage a number, and every ad, email and page carries one. Lower is closer to buying. The number keeps it straight on every channel, for every business.
1. The four digits
A code is four digits and a message number. Each digit answers one question about the person seeing the ad.
One ad, taken apart: 2230.1 is in 2000 - Win, tier 2200 - Shopping, slot 2230, and it is the first message written for that slot.
| Digit | Level | What it answers |
|---|---|---|
| First | Stage | How far from buying. Six stages, 0 to 5. Lower is closer. |
| Second | Tier | What they are doing right now, inside that stage. |
| Last two | Slot | What the search contains. Slots count by tens (2210, 2220, 2230), which leaves 2231 to 2239 for finer splits. A slot means the same thing for every business. |
| After the period | Message | Which thing we said. Numbered as written, never reused. |
Stage and tier say who the person is. Slot says what they typed. Message says what we told them. In prose, write a code with its name, 2200 - Shopping, never a bare number. Test messages inside a slot: 2230.1 against 2230.2 is one test. A winner keeps its number; a loser is retired and its number is never reused.
2. Six stages
The first digit. Everything else is detail inside one of these six.
| Stage | Who they are | What we do | What accounts usually call it |
|---|---|---|---|
| 0000 - Keep | Already bought | Turn buyers into repeat buyers and referrers | Email - Post-purchase, Retention, Loyalty |
| 1000 - Close | Ready to buy: your name, an emergency, a decided product | Remove the last thing in the way. Direct asks. Brand searches (1100) run as their own campaign so their cheap clicks don't flatter the rest. | Google Search - "Branded", Google Search - "High Intent", Retargeting - Cart Abandon |
| 2000 - Win | Picking who: comparing, shopping, researching | Be the obvious pick: what makes you different, proof, price. | Google Search - "Non-Brand", Competitor, Shopping |
| 3000 - Educate | Has the problem, looking for help, no fix picked | Be helpful first. The offer comes second. | Google Search - "Informational", Top of Funnel |
| 4000 - Reach | Would be in the market, isn't looking | Find people who have the problem and aren't looking yet. | Meta - Prospecting, Cold Audiences, TOF |
| 5000 - Introduce | No need yet | Be known before the need shows up. | YouTube - Awareness, Influencer, Radio, OOH, CTV, Sponsorships |
One stage is one campaign by default. Ad platforms learn from conversions, and splitting a small account too finely starves them. Budget runs from low numbers to high: fund what is closest to a sale first.
3. The whole map
Every stage, tier and slot in one place. Open a stage to see its tiers; open a tier to see its slots. Slots exist only in the search stages, 1000 - Close through 3000 - Educate; the other stages are audiences, not searches. Examples are written the way people type them. Empty is normal: RV mattresses have no 1200 - Rushing, because nobody needs one tonight.
0000 KeepAlready bought
1000 CloseReady to buy
1100 Close: ChoosingSearching for you by namecomforcare raleigh[brand] rv mattress[company] plumbing[firm] law reviews
1200 Close: RushingUrgent, or facing a deadline. The first good answer wins.24 hour home care near meEmpty: nobody needs a mattress tonightemergency plumber near mecar accident lawyer open now
1300 Close: BuyingKnows exactly what they wantenroll in medicare guide programrv short queen mattress 60x74water heater replacementtruck accident lawyer
2000 WinPicking who
2100 Win: ComparingLooking at a named competitorhome instead senior carebrooklyn bedding rv mattressroto rootermorgan and morgan
2200 Win: ShoppingWants the thing, hasn't picked whoin home dementia carerv mattressplumber near mepersonal injury lawyer
2300 Win: ResearchingLearning about price, quality and riskdementia home care costbest rv mattressplumber cost to fix leakinjury lawyer contingency fee
3000 EducateHas the problem, looking for help
3100 Educate: ExploringConsidering a different kind of fixmemory care facilityrv mattress topperdrain cleanersettle claim without lawyer
3200 Educate: WonderingAsking whether it's timewhen is it time for memory carewhen to replace rv mattressdo i need a plumber for a slow draindo i need a lawyer after a car accident
3300 Educate: StrugglingFeels the problem, has no fix in mindcaregiver burnoutrv bed back painwater stain on ceilingneck pain after car accident
4000 ReachWould be in the market, isn't looking
5000 IntroduceNo need yet
When a business has nothing for a tier or slot, it stays empty and keeps its number. Nothing gets renumbered.
4. Rules
Budget runs from low numbers to high
Fund the lowest tiers first, because they are closest to a sale and pay back fastest. Move up only when the tier below is working. The higher the number, the cheaper the reach, the longer the payback and the harder it is to trace a sale back to it. High numbers are the first to cut.
When a search fits two tiers
- It contains your own business's name: 1100 - Choosing. (A competitor's name is 2100 - Comparing.)
- It says it's urgent: 1200 - Rushing.
- It names a competitor: 2100 - Comparing.
- It names a marketplace or directory, like Amazon, Angi or Care.com: 2240 - Marketplace.
- It names another kind of fix: 3100 - Exploring.
- It asks whether or when: 3200 - Wondering.
- Otherwise, the lowest number that fits wins.
Each search lives in exactly one ad group.
Exclusions run downhill
Every campaign excludes the searches of the tiers below it, so each search lands in the closest tier it matches. Retargeting audiences are excluded from prospecting the same way.
Names carry the number
Campaigns read CFC | GA | 2000 Win or RVM | FB | 4000 Reach: client code, channel code, stage. Ad groups read 2230 Near me: Raleigh. The channel is a code in the name, never in the number, so results add up by stage across every channel.
| Code | Channel | Code | Channel |
|---|---|---|---|
| GA | Google Ads (search, shopping, maps) | EM | |
| FB | SMS | Text messages | |
| IG | DM | Direct mail | |
| YT | YouTube | TT | TikTok |
5. Retargeting and channels
Retargeting moves people down
Retargeting is not its own tier. What a person did tells us how close they are now, and the ad is written for that tier.
| What they did | Now counts as | What the ad says |
|---|---|---|
| Watched half of a 4100 - Coping or 5300 - Learning video | 3200 - Wondering | The next step: is it time? |
| Viewed a product or pricing page | 2300 - Researching | Proof, the guarantee, the answer on price |
| Started checkout or a form | 1300 - Buying | Finish, with the offer restated |
| Any of the above, with an offer ending soon | 1230 - Deadline | "Ends Friday" |
| Already bought | 0000 - Keep | Setup, reorder, review, referral |
The loop closes at the bottom. Reviews and referrals from 0300 - Recommending become the proof people look for in 2300 - Researching.
The number is the mindset, not the channel
A YouTube ad can be a 4100 - Coping or a 1300 - Buying. What decides the number is who sees it and what they are thinking. Each channel has stages it's good at.
| Channel | 0000 Keep | 1000 Close | 2000 Win | 3000 Educate | 4000 Reach | 5000 Introduce |
|---|---|---|---|---|---|---|
| Google search | — | Most of it | Most of it | Some | — | — |
| Facebook and Instagram | Some | Retargeting | Retargeting | Some | Most of it | Some |
| YouTube | — | Retargeting | — | Some | Most of it | Most of it |
| Email and text | Most of it | Leads who haven't bought | Leads who haven't bought | — | — | — |
| Marketplaces | — | — | 2240 - Marketplace | — | — | — |
| Direct mail, radio, TV, billboards, events | Some | — | — | — | Some | All of it |
6. How to use it
The tier and slot say who the person is. The message number says what we tell them. Every ad, email and post gets one.
A message plan
Here is the start of a plan for a business selling RV mattresses. Each row is one message.
| Message | Who sees it | The message |
|---|---|---|
| 2210.1 | rv mattress | "Sleep like home on the road" |
| 2210.2 | rv mattress | "Made for RVs, not shrunk-down houses" |
| 2220.1 | rv short queen mattress | "Fits 60x74 exactly" |
| 2220.2 | rv king mattress | "A real king for your RV" |
| 2310.1 | rv mattress price | "Free shipping and a 100-night trial" |
| 2320.1 | best rv mattress | "Why RVers rate us 4.9" |
| 4100.1 | Facebook: RV owners | "Your RV bed is why you're tired" |
| 2300.1 | Retargeting: viewed a mattress | "Still deciding? Try it for 100 nights" |
| 0300.1 | Email: past buyers | "Know a fellow RVer? Send them $50 off" |
- Test messages inside a slot. 2210.1 against 2210.2 is one test.
- Read results by message, then by slot, then by tier.
- A winning message keeps its number. A losing one is retired, and its number is never reused.
Example business, offer and ratings.
On Google
A campaign is a stage. An ad group is a slot. An ad is a message.
| Level | Example | What goes in it |
|---|---|---|
| Campaign | RVM | GA | 2000 Win | 2100 - Comparing through 2300 - Researching. One budget, one bid strategy. |
| Ad group | 2220 Type: Short queen | One slot and one topic. Keywords: [rv short queen mattress], "short queen mattress for rv", [60x74 mattress] |
| Ads | 2220.1 and 2220.2 | One responsive search ad per message, running side by side |
Ad 2220.1, as it might appear. Example brand.
Google best practices
- Keep 1100 - Choosing (your brand) in its own campaign.
- One slot per ad group. Exact and phrase match keywords.
- Each responsive search ad gets 15 headlines (30 characters each) and 4 descriptions (90 characters each). Pin the message's main headline to the first position, so the test measures the message.
- The ad lands on the page for what it shows. An ad for a short queen goes to the short queen page, not the homepage.
- Each campaign excludes the keywords of the tiers below it.
- Track calls and forms as conversions, not just purchases.
On Meta (Facebook and Instagram)
A campaign is a stage. An ad set is an audience, numbered by its tier. An ad is a message.
| Level | Example | What goes in it |
|---|---|---|
| Campaign | RVM | FB | 4000 Reach | People who would buy but aren't looking |
| Ad set | 4100 Coping: RV owners | A broad audience. Past buyers and recent site visitors excluded. |
| Ads | 4100.1, 4100.2, 4100.3 | Three to five messages, each as a video or photo |
| Campaign | RVM | FB | Retarget | People who already came to the site |
| Ad set | 2300 Viewed a mattress, 7 days | Product page visitors who didn't buy |
| Ads | 2300.1, 2300.2 | Reviews, the trial, the answer on price |
Meta best practices
- Keep audiences broad and let the message find the person. The words and picture do most of the targeting.
- Put the hook in the first three seconds of a video.
- Retargeting gets its own campaign. Prospecting excludes everyone retargeting covers.
- Give each ad its message number in the name, so results add up the same way as Google's.
- Test the message, not the button color. A message that wins on Google is the first one to try on Meta.
7. Try it
Where does each search go? Pick a tier. Get it right and pick the slot.
emergency plumber near me
Yes, 1200 - Rushing. Urgent words beat "near me." The first good answer gets the call. Now the slot:
You're ComForCare. Where does this go? comforcare reviews
Yes, 1100 - Choosing. Any search with the business's name goes to Choosing, whatever else it says. Now the slot:
You're a local plumber. angi plumber
Yes, 2200 - Shopping. Angi is a marketplace, not a competitor. They want a plumber and are shopping where plumbers are listed. Now the slot:
rv mattress vs topper
Yes, 3100 - Exploring. It names a different kind of fix. Now the slot:
best personal injury lawyer phoenix
Yes, 2200 - Shopping. It fits 2200 - Shopping (a city) and 2300 - Researching ("best"). When a search fits two tiers, the lower number wins. Now the slot:
when to get a lawyer after an accident
Yes, 3200 - Wondering. They're asking whether it's time. Now the slot:
how to care for a parent with dementia
Yes, 3300 - Struggling. A how-to question with no fix in mind. Help first, then the offer. Now the slot:
8. For agents
Copy this prompt into an AI assistant or agent and replace WEBSITE.COM with the business's site. It researches the business and plans a Google Search account in this system, down to single keywords and headlines. Click the box once to select all of it.
# Plan a Google Search account with the performance campaign taxonomy
Before anything else, read https://grandopen.grandopen.site/performance-campaign-taxonomy in full. It explains the system this prompt uses, with examples for four kinds of business. Follow it where this prompt is shorter.
## How this works
- Every ad, email and page gets a four-digit number that says how close the person seeing it is to buying. Lower is closer.
- First digit = stage. Second = tier. Last two = slot, counted by tens (2210, 2220, 2230); 2231 to 2239 are finer splits of 2230. After the period = message (2230.1, 2230.2, 2230.12).
- The number describes the person's state of mind, not the channel. A YouTube ad can be a 4100 or a 1300.
- Stages: 0000 Keep (already bought), 1000 Close, 2000 Win, 3000 Educate, 4000 Reach, 5000 Introduce. Google Search lives almost entirely in 1000-3000.
- Budget runs from low numbers to high: fund what is closest to a sale first, and move up only when the stage below is working.
- Retargeting is not a tier. What a person did moves them to a closer number: viewed a product = 2300, started checkout = 1300.
- Empty is normal. A tier or slot a business has nothing for stays empty; never force it.
## Your task
Research the business at WEBSITE.COM first: what it sells, prices, offers, service area, what makes it different, and its competitors. Then plan its Google Search ads using the system below.
## Tiers
| Code | Name | Who they are |
|---|---|---|
| 1100 | Choosing | Searching for the business by its own name |
| 1200 | Rushing | Urgent, or facing a deadline |
| 1300 | Buying | Knows exactly what they want |
| 2100 | Comparing | Looking at a named competitor |
| 2200 | Shopping | Wants the thing, hasn't picked who |
| 2300 | Researching | Learning about price, quality and risk |
| 3100 | Exploring | Considering a different kind of fix |
| 3200 | Wondering | Asking whether it's time |
| 3300 | Struggling | Feels the problem, has no fix in mind |
## Slots
Each slot has a short name. The name goes in the ad group name, like 2230 Near me: Phoenix.
- 1110 Name (the name alone or with a city) · 1120 Name + product · 1130 Name + reviews (reviews, phone or "near me")
- 1210 Urgent (emergency and urgent words) · 1220 Open now (today, same day) · 1230 Deadline (offers that end)
- 1310 Product (a named program, product or promotion) · 1320 Exact spec (size, model, spec) · 1330 Buy now (buy, book, enroll, apply)
- 2110 Rival (a named competitor) · 2120 Rival vs (competitor + "vs" or "alternatives") · 2130 Rival reviews (competitor + reviews or prices)
- 2210 Category · 2220 Type (category + type, audience or use) · 2230 Near me (category + "near me" or a city) · 2240 Marketplace (category inside Amazon, Angi, Care.com)
- 2310 Price · 2320 Best (best, top) · 2330 Reviews (reviews, ratings) · 2340 Financing (coverage, financing, guarantees)
- 3110 Other fix (a different kind of fix) · 3120 X vs Y · 3130 Other cost (what the other fix costs) · 3140 DIY
- 3210 When ("when is it time") · 3220 Signs ("signs you need") · 3230 Worth it ("is it worth it")
- 3310 Symptom (in their words) · 3320 Situation · 3330 How-to
## Rules
1. Sorting a keyword: contains this business's own name = 1100 (a competitor's name is 2100). Urgent = 1200. Names a competitor = 2100. Names a marketplace or directory = 2240. Names another kind of fix = 3100. Asks whether or when = 3200. Otherwise the lowest number that fits.
2. Each keyword lives in exactly one ad group.
3. Campaigns: one per stage. 1100 Choosing (brand) on its own. Skip a campaign with nothing in it.
4. Each campaign excludes the keywords of the stages below it as negatives.
5. Every ad lands on the page for what it shows, never the homepage.
6. Each message is one responsive search ad: up to 15 headlines of 30 characters and 4 descriptions of 90 characters. Pin the message's main headline to position 1.
7. Use only facts from the business's own site. Do not invent prices, ratings, reviews or guarantees. Mark anything you could not confirm with [CHECK].
8. Write the way a person talks. No hype words.
## Naming
Campaign: CLIENT | CHANNEL | STAGE, like RVM | GA | 2000 Win. Channel codes: GA Google Ads, FB Facebook, IG Instagram, YT YouTube, TT TikTok, EM email, SMS text, DM direct mail. Ad group: slot code and name, like 2230 Near me: Phoenix.
## Output, in markdown
1. The business in five bullets: offer, service area, what makes it different, competitors, the main way it sells (calls, forms or checkout).
2. A campaigns table: name (ABC | GA | 2000 Win), stage, budget priority.
3. For each ad group: slot code and name, keywords ([exact] and "phrase"), landing page, and two messages, each with 3 headlines and 1 description.
4. Negative keywords for each campaign.
5. Empty slots, and why they are empty.
## Example of one ad group
### 2220 Type: Short queen
- Campaign: RVM | GA | 2000 Win
- Keywords: [rv short queen mattress], "short queen mattress for rv", [60x74 mattress]
- Landing page: /short-queen
- 2220.1 "Fits 60x74 exactly"
- Headlines: RV Short Queen Mattress | Fits 60x74 Exactly | Free Shipping
- Description: Cut for RV beds, not shrunk down from a house mattress. Free returns.
- 2220.2 "Made for your RV"
- Headlines: Made for RV Beds | Short Queen, True to Size | Ships to Your Campsite
- Description: Sized for RV bedrooms and built to sleep like home. Free returns.
Paste an agent's CML into CML studio to see a plan as campaigns, ad groups and ads.