“Let’s Try This Again…” – Three Strategies for Retargeting Success, Part 1

Kamal Thakarsey
February 27, 2013
Retargeting Audiences

Retargeting has been a commonplace strategy for online marketers for quite some time. However, many companies, specifically non-retailers, overlook the value of this channel for reacquiring leads and filling in the middle of the marketing funnel. Over the last few years, the landscape for display retargeting has seen a sharp rise in innovation; new players, the simplification of tools, and an increase in platform integrations have made it easier for online marketers to kick-start and expand their retargeting strategies. In part one of this two part series, we’ll discuss why testing platforms, setting realistic call-to-actions (CTA), and segmenting visitors are all critical to a successful retargeting program.

Test Multiple Platforms

Don’t get complacent. Just because one retargeting campaign is performing well, doesn’t mean you should stop exploring other platforms. Many vendors offer very similar tools, however you may be able to amplify your message by reaching a broader audience on placements that your original platform may not have been working with. Due to the relatively low risk and ease of implementation, it doesn’t hurt to test additional platforms.

Set Realistic CTAs

With retargeting, especially in the B2B world, you often have one shot to drive a visitor back onto your website. In most cases, assume that you failed the first time in converting a visitor because they weren’t interested in what you were trying to sell. For example, I often leverage a demo or trial signup as a CTA in order to gauge if visitors are interested in learning more or trying out our software. If these visitors enter my retargeting pool, I have to assume that the original CTA was too direct the first time and that I didn’t provide them with the information needed to continue driving them down the conversion funnel. If it didn’t work the first time, it’s highly unlikely it’ll work now. In these scenarios, I try to push a more top of the funnel CTA like downloading one of our industry thought leadership whitepapers. Visitors get to learn more about Marin Software and our platform, and we get an introduction and second chance to show them our value proposition. It’s a win-win.

Segment Visitors

Segment your visitor pool into as many buckets that make sense for your business. The more buckets you create, the more targeted you can be with your remarketing efforts. If you lumped all your visitors into one bucket, you‘d miss out on opportunities to pitch different content or products based on what these visitors have indicated they’re interested in. Why promote socks when they’re looking for shoes? Why pitch a paid search white paper when they’re interested in retargeting? Many online retailers do a great job executing this strategy, and B2B companies are tuning in and following suit. By segmenting visitors, you’ll also be able to remove certain visitors from your retargeting pool. For example, if someone visited your site looking for a job, remove them from your retargeting list. Over the long run, strategies like this one will help increase cost efficiency and lead to higher click-through rates (CTR).

As you manage and optimize your retargeting program, keep these three strategies and their best practices in mind. Next week, we’ll continue our discussion and walk through the best practices for keeping ad creative fresh, leveraging geo-targeting, and opting out employees from retargeting.

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