The Setup
A simple www to non-www migration broke conversion tracking. By the time it was noticed, Performance Max had completely lost the plot. 300+ clicks in a single day. Zero conversions.The campaign that was delivering $3.80-$5 leads had turned into a money incinerator.
The Truth About Maximize Conversions
Pink Slips NSW Case Study
Why this bidding strategy might be costing you money
Zero conversions after tracking broke. Budget burned on Display junk.
What Actually Happens When Tracking Breaks
When tracking breaks, Performance Max loses its feedback loop. It no longer has proof that Search was working, so it does what any unsupervised algorithm does - it starts "exploring." Translation: it shifts budget to Display, YouTube, Discovery, and other cheap inventory that gets clicks but never converts.
What 'Maximize Conversions' Really Means
You think: Get me the most conversions possible
Google thinks: Spend your entire budget, conversions optional
The Uncomfortable Truth About "Maximize Conversions"
Here's where it gets spicy
"Maximize Conversions" doesn't mean Google works hard to get you the most conversions possible. It means: "Get as many conversions as possible while spending your entire daily budget."
That last part is the killer. Google's primary job is to spend your money. Conversions are secondary.
Google's Math vs Your Math
10 conversions at $10 each = $100 spent
3 conversions at $33 each = $100 spent
Without a target CPA, Google has no idea what a "good" conversion costs for your business. It'll happily pay $50 for a lead if that's what it takes, because hey - budget spent, job done.
Without a target CPA, Google will happily pay $50 for a lead if that's what it takes. Budget spent, job done.
— Jordan James
Why Target CPA Changes Everything
The lightbulb moment
Without Target CPA
- Google's job: Spend your budget
- $0.30 Display clicks look great
- YouTube pre-roll counts as 'reach'
- No accountability for results
- Algorithm optimizes for spend, not ROI
With Target CPA ($7)
- Google's job: Deliver results to spend
- $0.30 Display clicks need 2% CVR (they won't)
- Search clicks at $3 with 25% CVR = $12 CPA
- Algorithm forced to prioritize Search
- Your goals aligned with spend
Setting a Target CPA isn't about limiting conversions. It's about forcing Google to actually try. When you say "I want $7 leads," Google's job changes. Now it has to deliver results to spend your money.
The Tradie Test
No target: 'Here's $500, do whatever.' With target: 'Here's $500, I need 30 leads.' Which tradie works harder?
Google's Business Model Is Not Your Friend
Let's be real
Google is a $300 billion per year advertising company. Their job is selling ad inventory, not making your campaigns efficient.
Recommendation
"Add 200 broad match keywords"
Spend more
Recommendation
"Raise budget by 50%"
Spend more
Recommendation
"Apply all for 100% score"
Spend way more
"When I added a Target CPA, my optimization score dropped from 91% to 82%. Google was literally telling me it preferred when I let the algorithm spend freely without accountability."
The Fix
Here's what I did
Immediate Triage
Launch standard Search campaign alongside PMax for direct control. Set broken PMax to low budget rather than killing it.
New PMax Configuration
Focus on Conversions (not Value). Set Target CPA at $7 (40% headroom above $5 historical). Tight geographic targeting.
The Test
Run old PMax, new PMax, and Search simultaneously. After 3-4 weeks, whichever delivers best cost per lead wins.
New PMax Settings That Work
- Focus: Conversions (not Conversion Value - this is lead gen, not ecommerce)
- Target CPA: $7 (historical was $5, gave 40% headroom for learning)
- Location: Tight geographic targeting where technician wants jobs
- New customers only: Unchecked (annual service, repeat customers are gold)
Lessons Learned
Key Takeaways
- Tracking is everything. One migration broke months of algorithm learning. Test conversions after any site change.
- 'Maximize Conversions' is misleading. It really means 'spend budget, get whatever conversions happen.' Always set a Target CPA.
- Google's recommendations benefit Google. Treat every suggestion with scepticism. Ask 'does this help me or help Google sell more inventory?'
- PMax is a black box. When it works, it's magic. When it breaks, you have almost no visibility into why.
- Start tight, expand later. Geographic targeting, audience signals, budgets - begin conservative and scale what works.
Key Takeaways
- 1
Always set a Target CPA
- 2
Tracking is everything
- 3
Never trust optimization score
- 4
Start tight, expand later
Standard Search campaigns give you control. When PMax breaks, you have almost no visibility into why. The test will likely show Search outperforming because of that direct control over where budget goes.
The Bottom Line
The Reality
Google built a system where advertisers hand over money and trust an algorithm to spend it wisely. That algorithm's success metric is "budget depleted," not "client profitable."
The Target CPA isn't a nice-to-have. It's the only lever that forces Google to care about your results.
Set it. Watch it. Adjust it. And never trust that optimization score.
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The Truth About Maximize Conversions
Pink Slips NSW Case Study
Why this bidding strategy might be costing you money
What 'Maximize Conversions' Really Means
You think: Get me the most conversions possible
Google thinks: Spend your entire budget, conversions optional
Zero conversions after tracking broke. Budget burned on Display junk.
Google's Math vs Your Math
10 conversions at $10 each = $100 spent
3 conversions at $33 each = $100 spent
Without a target CPA, Google will happily pay $50 for a lead if that's what it takes. Budget spent, job done.
— Jordan James
The Tradie Test
No target: 'Here's $500, do whatever.' With target: 'Here's $500, I need 30 leads.' Which tradie works harder?
Key Takeaways
- 1
Always set a Target CPA
- 2
Tracking is everything
- 3
Never trust optimization score
- 4
Start tight, expand later
Take Control
The Target CPA is the only lever that forces Google to care about your results.
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