I think you’ll agree with me when I say:
It’s REALLY hard to convert ice cold traffic into leads & sales.
With the changes to Facebook and many large traffic ad networks, this trend is going to continue.
There is however one type of paid traffic campaign that is very hard for your competitors to copy.
The best part?
They are extremely easy to set up and once you have they don't require too much management.
What am I talking about?
Setting up retargeting campaigns!
In today’s post (Updated for 2019), I’m going to teach you exactly how to implement it into your business and show you exactly a simple retargeting has netted me 16,900% ROI.
Struggling To Get Retargeting Working For Your Business?: Book a One-On-One Call Brent!
Before we dive into the how to, lets first answer the simple question...
Behavioral retargeting, which is also known as remarketing, is a form of advertising to visitors that have otherwise already left your site.
Most sites are only able to convert 2% of their visitors on average. With retargeting, however, you’re able to keep the interest of the other 98%.
If a visitor comes to your website, a small piece of code known as a pixel drops an anonymous browser cookie.
This cookie allows marketers to anonymously 'follow' their audience around the web.
Image Source Econsultancy.com
Later, while the visitor browse other websites and apps that show ads, the cookie will let the retargeting provider know which ads to serve.
This ensures that your retargeting ads are only shown to visitors who have been on your site in the past or completed certain actions.
Such as signing up to your newsletter, making a purchase or viewing particular pages on your site.
Retargeting is so effective because it allows you to focus your advertising spend on people who have already showed a particular interest in your content and brand.
This makes your product more trustworthy which is the reason most marketers see a much higher ROI on retargeting than other marketing channels.
Compared to standard display advertising where CTR’s are usually between .05 – 0.1%, retargeting campaigns are double with an average of .2%.
Meanwhile, the conversion rate for many of my clients went from 2 – 5% on typical display inventory, all the way up to 30-50% on retargeted traffic. These results are not uncommon especially when you start to use dynamic creatives.
The first thing you want to do when setting up a retargeting campaign is to choose which paid traffic sources you want to use for retargeting.
Even if you have no desire to run paid campaigns right this moment, I still highly suggest you set your pixels up to begin populating your retargeting list.
Personally, I suggest all the most common sources: Google Ads, Facebook Ads, Snapchat Ads, Quora & Twitter.
Creating a list as early as possible on all of these sources allows you options in the future, so if you decide to run a retargeting campaign you already have the data.
Google Ads Remarketing
Google calls its retargeting – remarketing . Don’t get confused because it’s the same thing.
If you are already running campaigns on Google Ads, but are not taking advantage of retargeting, you are losing out on a huge revenue stream.
Once you set up your remarketing pixel, you’ll be able to show ads through Google Display Network and have the option of creating ads in text, images, videos, or even rich media.
Remarketing campaign costs can get quite expensive if set up incorrectly.
To keep costs low, use Google remarketing campaign in combination with contextual targeting, conversion filtering, and frequency capping.
The more targeted your campaign is, the more relevant your ads will be which will decrease your CPC or CPM by having a high quality score.
Setting Up Google Ads For Remarketing
To take advantage of Google Ads retargeting you’ll first want to login to your Google Ads account.
Once inside your main dashboard, you’ll want to click on “Tools” in the top right of your screen.
Once you click on tools, you have access to a brand new menu of options.
Next, you’ll want to click on Audience manager as shown in the red box below.
Once inside your Tools > Audience manager, you’ll be able to view more details about any current lists you have or create a new list.
To create a new list, click on the blue arrow button as shown.
Which will drop down a menu showing three new options:
For this example, we’ll be setting up Website Visitors.
After selecting the website visitors button, we’ll be taken to the New Remarketing List sections.
Now, you’ll be able to select various tags (Conversion pixels) that are already in your Google Ads account.
However, we’ll be creating a new tag so click on New Tag.
The final thing we need to do is fill out the name of our tag then click save.
Now our Google Ads remarketing list is created.
Your list will be empty until you install the code on your site, and begin to get site visitors.
I recommend installing this code in your site footer, making sure it's on every page of your site.
This code will be your "global" remarketing code, which will capture anyone that visitor that goes to your site.
Many marketers I've met, simply install their global remarketing code and call it a day.
The power of using remarketing lists on Google however, comes from the ability to do different event tracking.
Here is an example: If someone visits my site and signs up to my lead magnet, it doesn't make much sense to setup remarketing campaigns promoting the same lead magnet to them does it?
The answer is no and this is where even tracking true power comes into play.
By simply adding an extra line of code into the thank you page of your lead capture page, your can tag any user that signs up for this lead magnet as completing an event.
Here is the exact event code I have on one of my lead magnets thank you pages.
<script> ga('send', 'event', 'Lead', 'Download', 'Paid-Traffic'); </script>
You'll want to fire a different event for each step in your funnel.
This is the difference between a successful market that is using remarketing and one that fails.
Setting up events properly allow you to show relevant ads (the step in your funnel they fell off) to your audience.
For example: If someone visits one of my posts but doesn't join my email list, I'll remarket a relevant lead magnet to the article they just read.
If they do become a lead I then take them off of my lead magnet list and start showing ads for a mini course, ebook, etc whatever makes sense for that visitor.
If for whatever reason after a week or so they don't show any interest in that offer, all isn't lost just yet! I then start remarketing other similar blog posts that the visitor may find helpful to what it is they just learned in the original post they visited.
For a full list of the types of events Google allows and how to use them check out their help docs here: https://developers.google.com/analytics/devguides/collection/analyticsjs/events
Facebook has over 1.74 Billion monthly active users as of December 31, 2016.
That means your audience is most likely on Facebook.
By using Facebook retargeting, you can create ad campaigns that provide extremely relevant ads to your audience based on the actions they’ve taken.
Facebook allows you to create sidebar ads, in-feed ads on both mobile and desktop and even Instagram ads.
Even if you don’t plan on running any retargeting campaigns right now, I still highly suggest you put a Facebook pixel on your properties.
The reason is simple. Facebook custom and lookalike audiences are extremely powerful by allowing you to create audiences similar to your current site visitors or customers.
The lookalike campaigns I’ve been running recently have averaged 4%-5% CTR – this is huge for Facebook advertising, considering a good click-through rate for right bar ads is about 0.04%! – Sofia Zab
Take Your Retargeting Social
To use Facebooks retargeting known as Audiences, you must have a Facebook Ads account.
Once logged into your Facebook Ads account go to the Tools > Audiences tab in the main menu.
You then see three options:
For now, select Custom Audience. (2)
We are now given three new options:
Go ahead and click on Website Traffic.
If it’s your first time creating a pixel on Facebook, it’ll require you to accept their TOS.
After accepting the TOS click on Create Facebook Pixel.
Now, you have created your Facebook Pixel. Be sure to place this code on any landing pages or websites you want the pixel to fire.
Once you’ve saved your Facebook pixel, click Create Audience.
Next, we’re able to add the settings for our new Audience:
That’s it! You’ve created your first Facebook audience.
Setting Up Twitter Ads Retargeting
To build a Twitter Retargeting Audience, you’ll need a Twitter Ads account.
Once logged into your Twitter Ads account go to the Tools > Audience Manager tab in the main menu.
Click on Create new audience and a new drop-down will appear.
Click on Make a tag to collect website visitors.
First off. Name your tag and be sure to make it descriptive.
Next, select the type of conversion tag you want.
There are a few options:
In this example we’ll be using Site Visit.
Leave all other settings as default and click Save the tag and generate code snippet
Finally, you have created your Twitter Pixel. Be sure to place this code on any landing pages or websites you want the pixel to fire.
Now, your pixel will start tracking and building your Twitter audience!
If you're running traffic to your own property such as your own E-com store, I highly recommend using the Snap Pixel
The advantage of using the Snap pixel is the ability to create retargeting campaigns with Snapchat Ads and also creating lookalike audiences to further optimize.
To access your Snap Pixel, simply click on your main menu drop down.
You guessed it, click on Snap Pixel.
If it's the first time clicking the link, you’ ll be greeted with a splash page, simply click Set up my Snap Pixel.
Simply copy and paste your Snap Pixel code onto your site.
Snap Chat recommends putting it in the <head> tags, but I personally always put my pixels right before the closing </body> tag.
After the code has been copied onto your site, you"ll begin to see pixel fires after 30 mins of a Snap Chat user visiting your property.
Before you can use this data to create custom audiences in Snap Ads, you first need a minimum of 1,000 Snapchat users to visit your site.
The pixel even fires shown in the Snap Pixel reporting, is not the amount of Snapchat users who’'ve been matched, it’s simply the number of times the pixel was fired.
I’m currently unaware of a way to see how many of these events were successfully matched to Snapchat users, but if I find a way I'll update this post.
Retargeting on Sitescout is something that not many companies do.
Sitescout is an RTB that allows you to access inventory on several large sites, including CNN, Yahoo, AOL and more.
Once logged into your Sitescout account, click on New Brand.
A new box will pop up asking you to Create Brand.
Under Name, enter the name of your website and enter some notes if you need as to what your brand is.
Then finally click the Save button.
Under your Sitescout profile, you should now see your newly created brand.
Double click your newly created Brand which will allow you to switch over to your brand account.
After you are in your Brand account, click on the My Audience button on the left-hand menu.
Once in the My Audience section you will want to click the New Audience button in the top right corner.
A new overlay will pop up asking you to name your new Retargeting List.
After you name your new list click on the Save button.
Once your new list is created, you can now begin building up your retargeting list.
To do so, first, click on the cog next to your newly created list.
In the menu that pops up click on Get Tags.
A new box will pop up allowing you to grab the code for your list.
In this example, we will be using the Script tag which you can place anywhere on your site that you want visitors to be added to on your retargeting list.
You should now be able to see your Tag Code.
Be sure to copy the Tag Code to a safe place or send it to whoever manages your site.
To retarget anyone that visits your site, be sure to place it in your footer or someplace that the code will show up on every page of your site.
If you’d like to target only visitors who have purchased something on your site, place it on the thank you page, etc.
Once you’ve successfully set your new retargeting code, you should start to see visitors being added to your list.
Now that you have set up your first pixel and are collecting all visitors that have at least seen your site, it’s important to setup pixels for any action a user can take on your site.
For example, if someone visits PPCMode and doesn’t download my PPC Checklist or join my email list, I can retarget them and invite them to download it.
However, if someone does download my PPC Checklist, it doesn’t make much sense to advertise to them to download it again does it?
Instead, it would make much more sense to advertise to them my PPC Course.
So to fix this we must build multiple lists based on the following criteria:
We then setup conditional lists for example:
Non-Converting Visitors – This would be a list of All Site Vistors, but excluding anyone who has already subscribed or made a purchase.
Course Purchase Non-Coaching – Another list would be anyone that purchased my course but have yet to do a coaching call.
This list would be created by taking everyone in our course’s purchased list and not in our coaching client list.
By doing this, I could make a very custom tailored campaign inviting them to have a discounted call because they took my course.
Even better, you can create a remarketing list for each module of the course.
So, based on what section of the course they were on, I could make a custom creative/funnel to help them along.
Setting Up Custom Lists In Google Ads
There are a few ways to set up these types of lists in Google Ads.
Personally, I like to set up custom combination lists as I feel it gives me more control.
If you have any questions about Custom Lists, leave a comment below with your question, and I’ll add the answer to the post.
Here is a basic example of a custom list in Google Ads.
To set up that same list on Facebook, your custom audience would look like this:
At this point, you should already have a Google Ads account and a Google Ads remarketing list.
We will be setting up a Display Network Remarketing campaign.
First, name your campaign and select your marketing objective.
In this example, I simply selected Visit your website.
Select which locations you want. I selected the United States, but if you want, you can select all countries as your list may not be country specific.
Choose which languages you would like to target – I chose English since that is the only language my site is in.
Finally, select your daily budget that I set to $10/day.
Next, we need to set up our first Ad Group.
Next, you’ll want to set up your ad.
In this example, we’ll be using the 300×250 ad shown earlier.
Repeat the above steps if you need to add more ad-groups or creatives.
Once complete, your campaign is set up!
*Pro Tip – Don’t add any other targeting to remarketing campaigns. The other targeting will take priority and your ads will show to anyone who matches the other targeting settings.
After you’ve grown your Facebook audience large enough, it’s time to create a campaign.
Once you’ve logged into your Facebook ads account, click on Create Ads.
Next, we will create our ad and select our targeting options for this ad group.
Personally, that is the only targeting I select on my ads.
Now, we will select our budgets and bids.
Finally, we’ll want to create our actual ad.
You’ve successfully set up a Facebook Retargeting campaign!
It’s very likely with retargeting campaigns that your ads will be shown to the same user multiple times.
This is due to your ads being shown on sites they’re visiting regardless of the type of site.
For example, if you went to my site that is about PPC, and then you went to a site about gardening, you would still be shown my ad because you’re now on my list.
However, if you started to see my ad multiple times on every site you visited, it would most likely have a negative impact on what you thought of my brand.
Because of this, it’s very important to set frequency caps on your campaigns. Usually, I’ll set my frequency capping to 2-3 impressions per 24 hours or have a custom list that only targets that user for no more than a week so they are not burned out on my offerings.
Retargeting is a great way to recapture otherwise lost visitors.
With 10x higher click-through rates and 70% more likely to turn into a conversion, it’s like retargeting is a no brainer.
Please leave any questions or thoughts in the comments below.
Have a kick-ass way to use retargeting? I’d love to hear about it!
If you found this post useful, please share it! It takes a long time to make in-depth posts like these.