Your marketing team works tirelessly to drive consistent, high-quality traffic to your site. However, according to ReTargeter, only a mere two percent of web traffic converts on the first visit. Do you have a plan in place to recapture the attention of the other 98%?
To foster continued, sustainable growth for your business, it’s vital that you actively nurture new prospects, while motivating existing customers to come back time and time again. In fact, Bain & Company research found that repeat purchasers spend more frequently, generate larger transactions, and are more likely to recommend your brand and motivate new business.
Need help converting your website’s window shoppers into new customers, and nurturing existing buyers into loyal brand fans? A proactive re-engagement plan will raise brand awareness, increase website traffic, cultivate more personalized interactions, and grow sales – ultimately driving long-term customer loyalty and profitability.
Learn how retargeting and remarketing strategies work and campaign optimization best practices to amplify your customer acquisition, retention, and maximization success.
Retargeting and Remarketing – What’s the Difference?
Frequently used interchangeably, retargeting and remarketing are valuable nurturing tactics to target and engage audiences who have already shown interest in your brand.
In both instances, a visitor browses your website, but leaves before converting. When you remarket or retarget, you attempt to bring them back to your website by reminding them of your brand, products, or services at a later moment. The visitor sees your advertisement when they’re browsing a different website or social network, or they’ll receive your email.
The difference between retargeting and remarketing is in the channels used to accomplish these goals. Retargeting primarily uses paid digital ads to reconnect with visitors interacting on your website or social profiles, such as making a purchase, completing a webform, or leaving items in their shopping cart. Similarly, remarketing uses email to re-engage visitors who have previously taken action on your website.
Both of these re-engagement marketing strategies help you to capture attention, move prospects further down the sales funnel, and foster more meaningful and profitable relationships. And like any dynamic duo, your remarketing and retargeting campaigns are better together. In fact, Google found you can sell 50% more when you combine your re-engagement tactics across channels.
Below, find three best practices for making the most of your integrated re-engagement campaigns.
Three Essential Re-Engagement Best Practices
Deliver Data-Driven Experiences
Your re-engagement strategy should reflect recent activity and different stages in the purchase funnel. Website analytics tell you what pages and products users visit or abandon. Combine this data with past purchase data or search history to identify trends, user intent, and re-engagement opportunities. Then, create custom audience segments based on commonalities, like customer-type, product-line interests, order history, number of visits, recency, or geographic location.
For instance, when promoting a new product collection, set up a retargeting ad to alert past purchasers of a similar collection to return to explore your newest products. If they don’t, send an email featuring the new collection and an incentive to reinforce your message through different channels and increase the likelihood they check it out.
By retargeting or remarketing prospects based on their most recent interactions with your brand, you can steer, motivate, and guide their next action.
Conduct A/B Testing
Prevent your remarketing emails and retargeting ads from going stale with A/B testing. Continuously test out different copy, calls-to-action, subject lines, headlines, and landing pages to determine the optimal combination.
Regularly refresh your designs and imagery to ensure your automated remarketing email campaigns don’t lead to subscriber fatigue, while consistently rotating your retargeting ads’ creative to avoid “banner blindness” and dips in performance.
Try out various tones in messaging (such as stylistic, emotive, and salesy language) to see what resonates and converts. For instance, test messaging that features a percent-off sale versus a dollar-off discount to see which generates better click-through rates and more revenue.
Closely monitor campaign performance and adjust accordingly. By testing and measuring success, you’ll gain a clearer understanding of what channels your target audiences use most, where they’re most likely to engage with your content, and how you can optimize your outreach to best drive their next action.
Set Thoughtful Frequency Controls
It’s all about finding the right balance. Overexposure to a re-engagement campaign (or any campaign) can quickly result in customer frustration. Set frequency controls to ensure you don’t bombard customers, risk churn, or continue to send messages that are no longer relevant or timely.
Mindfully use frequency caps to place a fixed limit on the number of times an ad or behavior-triggered email is directed to a prospect or customer. Likewise, experiment with different durations to test and determine when a longer-scale campaign verses a shorter campaign is more impactful, leading to greater engagement and conversions.
Always take into consideration that not every website visitor is at the same place in their purchasing decisions journey. Establish rules to remove customers after they’ve converted, so you don’t ask them to take the same action twice.
Instead, take the opportunity to target them with another email or ad campaign to further increase their lifetime value. For example, introduce them to complimentary products based upon what items they recently purchased through upselling or cross-selling suggestions.
Keep Customers Coming Back for More
Winning your customers’ attention and keeping their loyalty means delivering the best possible customer experience across every channel. Retargeting and remarketing are powerful digital marketing strategies to enhance brand recognition, cultivate continuous engagement, propel customers down the purchasing path, and maximize every customer relationship.
Need help staying top of mind and deepening connections with new and existing customers? Get in touch to talk with a digital strategist to execute a memorable, multichannel customer retention and maximization strategy, to ultimately drive repeat purchases, higher average order values, and increased customer lifetime value.