Get All Access for $5/mo

The Essentials You Need to Know to Set up an Effective Remarketing Campaign Find out how to set up a remarketing campaign in your Google AdWords account so you can reach out again to every person who visits your website, long after they've left.

By Perry Marshall

Opinions expressed by Entrepreneur contributors are their own.

Shutterstock

The following excerpt is from Perry Marshall, Mike Rhodes and Bryan Todd's book Ultimate Guide to Google AdWords. Buy it now from Amazon | Barnes & Noble | iTunes | IndieBound

Have you ever been reading an article online and suddenly noticed an ad there for the espresso maker you were looking at on Ama­zon a few days ago?

That's no coincidence. You were targeted by a remarketing campaign. Remarketing is a way to advertise to people who've previously visited your website.

By setting up a remarketing campaign in your Google AdWords account, you can reach out again to every person who visits your website, long after they've left. In pay-per-click terms, you'll never have a group of people to advertise to with more potential for bringing you profit than the folks who've already visited your site.

Let's highlight some key steps for an effective remarketing campaign:

Related: 10 Laws of Social Media Marketing

Create your code.

Begin by logging into your Google AdWords account, navigating to the "three dots," then "Audience Manager" (in the Shared Library section) and clicking the big blue "+" button:

Google will respond by generating a snippet of code that needs to be added to every page on your website. Depending on the size of your site, this may be a bit of work, but it's a one-time job. Another way to add the remarketing code to your site is to use a tool such as Google Tag Manager (GTM).

You can then do one of two things:

1. Ask Google to email the code to your web developer.

2. Install the code manually yourself.

Once the code is in place throughout your website, every visitor who comes by will have a cookie installed on their computer that automatically tracks which pages they visit during their stay.

Build an "audience" to remarket to.

Your next job is to create and define your remarketing audiences. There are hundreds of different types of audiences you can create based on hundreds of different kinds of actions and behaviors. We suggest you create three basic lists:

  1. Everyone. Every individual who visits your site, regardless of what pages they looked at or the actions they took.
  2. Buyers. Everyone who took the desired action, whether it was making a purchase, completing a lead-capture form or something else. Simply give Google the URL of your thank-you page, and anyone who completes an action and lands on that page will get added to this list.
  3. Interested. These people arrived at your site and visited certain specific key pages during their stay. Again, you provide Google with the required page URLs that a person must visit to qualify for this list.

Related: 4 Ways to Market Your Business for Free

Create a remarketing campaign.

Now head back to the "Campaigns" screen and click the blue "+ Campaign" dropdown button. Choose "Display Network." On the resulting page, you'll notice under "Type" a button for Remarketing. Select it. Now you can choose your bidding strategy and set your daily budget for this campaign.

As you're waiting for your audience numbers to grow, make good use of your time by crafting your first campaign with ads aimed specifically at your remarketing audiences. Don't try to shortcut this process by copying your existing Search ads. The audiences you're creating are highly targeted individuals who need ads that address them distinctly. Create separate campaigns for image ads and text ads.

Pay special attention to the following three areas.

Related: Use These 5 Steps to Create a Marketing Plan

Bid strategy

All the major bidding options are available for remarketing campaigns -- cost per click (CPC), cost per thousand impressions (CPM) and cost per action (CPA) -- but we suggest starting out with CPC. You can change to CPA later on if you're getting especially good results from your remarketing campaigns.

You should also consider bidding at least double your usual amount. Because these people are warm leads, you can expect a higher conversion rate, which will justify the expense.

Geography

Google doesn't recommend adjusting this for remarketing campaigns. But, if you sell physical products and are only able to reach certain geographic areas, it's essential that you modify this setting to reflect your target locations.

Frequency capping

You don't want to "stalk" people. Find this option by clicking to expand "Ad scheduling and delivery options," then set your number of impressions per day, week or month and applied per campaign, per ad group or per ad.

This setting is unique to remarketing and allows you to specify how often any one person sees your ads. If you unintentionally show your ad hundreds of times a day to all the same people, it'll kill your CTR and won't endear your brand to anyone. We recommend three impressions per day for image ads, and 10 per day for text ads.

Write remarketing ads that get clicks and conversions

One of the best parts of remarketing is the way you can write ads specifically to people who've already seen your products and your brand. Just don't forget the Golden Rule of remarketing ads:

Don't be creepy!

Remarketing has been around long enough that most people are now accustomed to it. But, some people are uncomfortable seeing their web browsing habits follow them around from site to site. So never draw attention to the fact that you're remarketing to people! A giant image of your logo with the message, "Hey, we miss you -- When are you coming back?" isn't smart.

There are two simple methods for getting people's attention without highlighting the fact that they're a recent visitor:

  1. Invite them to take the next action step with you without mentioning any previ­ous steps they've taken.
  2. Vary the ads you show people. Create a wide array of visual ad campaigns and use frequency capping to strictly limit how often each ad is shown on any given day.
Perry Marshall

Author, Sales and Traffic Expert, CEO and Founder of Perry S. Marshall & Associates

Perry Marshall is the president of Perry S. Marshall & Associates, a Chicago-based company that consults both online and brick-and-mortar companies on generating sales leads, web traffic and maximizing advertising results. He has written seven books including his most recent, 80/20 Sales and Marketing (Entrepreneur Press, 2013), Ultimate Guide to Facebook Advertising (Enterpreneur Press, 2014), Ultimate Guide to Google AdWords (Entrepreneur Press, 2014), and Ultimate Guide to Local Business Marketing (Entrepreneur Press, 2016). He blogs at perrymarshall.com.

Want to be an Entrepreneur Leadership Network contributor? Apply now to join.

Side Hustle

At Age 15, He Used Facebook Marketplace to Start a Side Hustle — Then It Became Something Much Bigger: 'Raised Over $1.6 Million'

Dylan Zajac, now a 21-year-old senior at Babson College, wanted to bridge the digital divide.

Side Hustle

'I Just Hustled': She Earned More Than $300,000 Wrapping Gifts Last Year — and It All Started With a Side Hustle

When Michelle Hensley lost her husband to cancer, she needed to figure out how to earn an income for her family.

Business Ideas

63 Small Business Ideas to Start in 2024

We put together a list of the best, most profitable small business ideas for entrepreneurs to pursue in 2024.

Franchise

McDonald's Announces the Return of the Snack Wrap in 2025 — Here's What to Expect From Its Comeback

The decision comes after years of persistent customer demand for the portable snack, which debuted nearly two decades ago.

Business News

OpenAI Just Released Its Text-to-Video Generator, Sora. Here's How the New AI Could Impact Small Businesses and Creators.

Sora has a variety of use cases for businesses, from social media campaigns to video creation.

Innovation

These Entrepreneurs Created a League That Turns Gamers Into Pro Race Car Drivers: 'We're Giving Drivers a Sustainable Career Path'

Racing Prodigy's innovative E2Real sports league is lowering the high-cost barrier to entry for drivers to take their passion to the track.