Using retargeting to get more clients and close more sales

Ever wondered why you keep seeing the same ad on the internet over and over again? Let’s say you’re on Instagram, looking at videos and an ad promoting a lawn mower appears. You’re curious, you were actually thinking about buying a new one, so, naturally, you click on the ad.

Next thing you know, you keep getting bombarded with ads alllllllllll about lawn mowers for a whole week!

This is called “retargeting”. But, it’s kinda sad to see it used in such a poor way.

This simple trick will make you money

The whole concept of retargeting is to follow-up on everyone who:

1. Seemed interested in your ad but didn’t purchase whatever you were selling, or

2. Put their information to receive your lead magnet, and now you want them to buy whatever you're selling.

And, unless you’re selling sweets, or chewing gum, you’re gonna have to consider retargeting to maximise your number of sales.

Why? Because your potential customers, also called prospects, sometimes need a little bit more convincing.

A nice term for this is “customer journey”.

Why you should care about this “customer journey” stuff

It’s not as fancy as it sounds, it’s actually very simple.

Each prospect goes through almost the same journey before they decide to buy from you.

1. Prospect becomes aware of problem or need.

2. Prospect decides to do something about it.

3. Prospect looks up possible options and solutions.

4. Prospect picks an option and checks out different suppliers

5. Prospect buys from a supplier.

Pretty straightforward, right?

When they buy from your business, they’re at stage 5 of the journey.

Ideally, you want to catch them at stage 3.

That’s because it’s easier to sell apples to a starving crowd…

… than to first make the crowd believe they’re starving to sell them apples.

I’m not saying it’s impossible. I’m just saying that the most efficient way of selling is to meet them at stage 3.

Because they’re already looking for a solution, and BOOM there you are.

It’s not that hard, but the average human attention span nowadays is horrendous.

Everyone forgets stuff, loses interest in things, and the chances they remember you after they click away are close to 0.

But, that’s fine because we just have to prepare and fix that.

Solving the short attention span problem

The best way to get around people not paying attention is to literally be everywhere.

But, in this modern day, it’s not exactly possible for everyone to be everywhere.

So, we need to think strategically about this.

Let’s say they’re at stage 3, looking for options and solutions.

If you’re the only person there to answer their questions and just seem like someone who shows they value them more, they will remember you and the chance that they buy from you skyrockets.

Retargeting is something similar to this, only if you stand out.

So, instead of showing them the same ad and the same pictures over and over again, we will do something differently.

Instead, we will be showing them new information, a video they have never seen before. Maybe we record 4 new videos and all of them will help the prospect by giving them new, useful information every single time.

And then, we retarget those who have seen our ads, helping them out from the beginning long before money is exchanged.

By doing this, you will definitely stand out from your competitors.

Exploiting the reciprocity reflex

When someone does something good for you for free two questions pop in your head:

1.  ‘Why is this person helping me? What does he want from me?’

Totally normal to ask yourself this. And, once they figure out that you’re not asking for something in return, the second question kicks in.

2. ‘This guy did me a favor. I now “owe” him one.’

That doesn’t mean that he’ll pay for any surgeries, or help you pack up your house when you’re moving homes, but…

There’s a little voice in the back of their minds that says “This person helped me out with something. When we get the chance, we should pay him back.”

Reciprocity is built into our psyche. It’s p

art of us and we can use it (in a good way) in our marketing.

The trick is to help people by actually helping them.

Wild, I know.

But, it works. Do this effectively and you won’t need to be hard selling anyone.

By the time you pitch your offer, they’re already thinking highly about you because you were there for them when they needed you the most.

We will continue this later. In the meantime, try testing stuff with retargeting, see how well it works for you. Think about how you can implement this into your business.

Talk soon,

David

P.S. Curious about how I would handle the retargeting part of your business?

Get in touch with my agency today. If we’re a good fit I will personally take a look at your company and your marketing, come up with a strategy of what I’d do differently and discuss it with you in depth on a call. 

No cost, no obligation. 

If you want to work together I’ll tell you exactly how that works, if you don’t want to work together that’s fine too. No hard-selling, no pressure, no annoying sales tactics.

Sounds good? Then fill out this form: https://www.chammasresults.com/free-marketing-analysis