How Google Ads Remarketing Can Win Back Lost Customers
Updated: Jul 23
In the highly competitive digital landscape, businesses often find it challenging to retain every customer who interacts with their website. However, with the advent of Google Ads remarketing, businesses now have a powerful tool to win back lost customers. Remarketing enables businesses to reconnect with individuals who have previously shown interest in their products or services, giving them a second chance to convert those prospects into loyal customers. In this article, we will explore how Google Ads remarketing works, the available options and the strategies it offers to help businesses regain lost customers. The article is meant to illustrate some of the options available, in reality there is much more that can be done with Google Ads remarketing.
How Does Google Ads Remarketing Work?
Google Ads remarketing utilises cookies and tracking pixels to create a list of website visitors or individuals who have interacted with a brand. This list is then used to show targeted ads to these users as they browse other websites within the Google Display Network. By leveraging this technology, businesses can deliver relevant ads to potential customers, reminding them of their initial interest and encouraging them to return to the website.
Remarketing campaigns are set up by adding a remarketing tag or code snippet to the website. This tag collects information about the user's visit and places them into specific remarketing lists. These lists can be segmented based on different criteria such as pages visited, actions taken or specific products viewed.
When a user visits a website and meets the criteria set for a particular remarketing list, they are added to that list. Subsequently, as the user browses other websites within the Google Display Network, they are served targeted ads from the business they previously interacted with. This keeps the brand top-of-mind and encourages the user to return to the website to complete a purchase or take the desired action.
Make sure to enable the Google Tag Manager Conversion Linker after setting up the remarketing tags. This feature serves as a bridge between different tracking technologies, such as Google Analytics and third-party tags, ensuring seamless data transfer and attribution. By implementing the Conversion Linker, website owners can overcome the limitations imposed by browser privacy settings, such as Intelligent Tracking Prevention (ITP) in Safari or Enhanced Tracking Protection (ETP) in Firefox. These privacy measures often interfere with the ability to track users.
Google Ads Remarketing Options
Google Ads provides various remarketing options to businesses, allowing them to tailor their campaigns based on specific goals and target audiences. Here are three notable options:
Responsive Display Ads
Responsive Display Ads are a versatile ad format that adapts to different ad spaces across the Google Display Network. They combine text, images, videos and logos to create visually appealing ads that are more likely to capture the attention of lost customers. These ads automatically adjust their size, appearance and format to fit various placements, ensuring maximum visibility and engagement.
Google Ads remarketing allows businesses to target specific audiences based on various criteria. Here are three examples of eligible audiences:
Past Visitors: Target individuals who have previously visited your website, showcasing personalised ads to remind them of your brand and encourage a return visit.
Newsletter Subscribers: Reach out to individuals who have subscribed to your newsletter, nurturing them with targeted ads that align with their interests and preferences.
Custom Combinations: Create custom audience segments by combining different parameters, such as past visitors who have also interacted with specific product pages (part 1) and visited the website for x length of time (part 2) . This approach allows for highly targeted remarketing campaigns tailored to specific customer behaviours.
By targeting specific audiences, businesses can ensure that their remarketing efforts are reaching the right people with the most relevant messages. This increases the chances of re-engaging lost customers and driving conversions.
Dynamic Remarketing represents an elevated iteration of remarketing, employing a sophisticated approach that dynamically generates customised ads tailored to the unique preferences and browsing behaviour of each individual user. This powerful option proves particularly advantageous for e-commerce websites boasting an extensive array of products. By leveraging dynamic remarketing, businesses can deliver highly personalised and relevant advertisements to their target audience, thereby maximising the potential for conversions and re-engaging users with products or services that align with their specific interests. Dynamic Remarketing automatically pulls product information, such as images, prices and descriptions, from the business's Google Merchant Centre feed and generates personalised ads for each user based on their past interactions.
By showcasing the exact products the user has shown interest in, businesses can significantly increase the chances of conversion. These ads serve as personalised reminders and enticements for the user to revisit the website and make a purchase.
To leverage Dynamic Remarketing, the brand will need to setup events and parameters. The Retail Event Tracking is a feature within Google Ads that allows e-commerce websites to track specific user interactions and behaviours on their website. With retail event tracking, businesses can track various events related to the e-commerce website, such as product detail views, add-to-cart actions and purchases. These events help understand user behaviour throughout the customer journey and enable them to optimise your advertising efforts accordingly.
Bid Strategy Options
To optimise your Google Ads remarketing campaigns, it's essential to choose the right bid strategy. Here are three bid strategy options most commonly used:
Manual CPC (Cost-Per-Click)
Manual CPC allows businesses to set your maximum cost-per-click bid manually. With this strategy, businesses have full control over the amount they're willing to pay for each click on their ads. It offers flexibility and is ideal for businesses looking to have direct control over their bidding decisions.
By carefully monitoring and adjusting your maximum CPC bids, businesses can ensure that their remarketing ads are shown to the right audience at the right time, maximising the return on advertising investment.
Maximise Clicks is an automated bid strategy that aims to generate as many clicks as possible within a set budget. It optimises your bids based on historical data, auction context and various signals to drive the maximum volume of clicks to your ads. This strategy is ideal for businesses focused on increasing website traffic and visibility.
Maximise Clicks allows Google's algorithms to handle bidding decisions, freeing up time for businesses to focus on other aspects of their remarketing campaigns, such as ad creatives and audience targeting.
Smart Bidding leverages machine learning algorithms to automate bidding and optimise for specific conversion goals. It analyses real-time data, including user intent signals, device, location and time of day, to make informed bidding decisions. Smart Bidding strategies include Target CPA (Cost-Per-Acquisition), Target ROAS (Return on Ad Spend) and Enhanced CPC (Cost-Per-Click).
Smart Bidding strategies allow businesses to focus on their desired outcomes, such as maximising conversions or achieving a specific return on ad spend, while the bidding process is handled by Google's advanced algorithms.
It's important to note that each bidding option has its own advantages and considerations. The choice depends on your campaign goals, whether you prioritise conversions, conversion value, clicks, impression share or specific cost targets.
When to Use
Optimises for conversions by targeting a specific cost per action (CPA)
If you want customers to take a direct action on your site and prioritise conversion tracking
Optimises for conversion value by targeting a specific return on ad spend (ROAS)
If you want to increase conversion value while focusing on return on ad spend
Optimises for conversions by spending the entire budget without targeting a specific CPA
If you want customers to take a direct action on your site and maximise conversions within the budget
Maximize Conversion Value
Optimises for conversion value by spending the entire budget without targeting a specific ROAS
If you want to increase conversion value without targeting a specific return on ad spend
Enhanced CPC (ECPC)
Automatically adjusts manual bids to maximise conversions (used with Manual CPC bidding)
If you want to maximise conversions while maintaining manual control over CPC bids
An automated bid strategy that maximises clicks within a specified budget
If your goal is to generate traffic to your website and prioritise clicks
Allows manual management of maximum CPC bids for more control over individual keywords or placements
If you want more control over CPC bids and want to allocate budget to specific keywords or placements
A/B Testing and Optimisation
A/B testing plays a crucial role in optimising Google Ads remarketing campaigns. By conducting A/B tests with different ad variations, landing pages and call-to-action buttons, businesses can gather valuable insights into what resonates most with lost customers. It helps identify the most effective elements and strategies for driving conversions.
When conducting A/B tests, it's important to change only one element at a time to isolate the impact of each variation (more than one change is considered multi-variant testing which takes far longer to gather tangible results). Elements that can be tested include ad headlines, images, ad copy, offers and landing page layouts. By continuously testing and refining your remarketing campaigns, businesses can enhance their performance and achieve better results over time.
Tracking and Measurement
Tracking and measurement are crucial aspects of any remarketing campaign. Google Ads remarketing provides robust tracking capabilities, allowing businesses to assess the effectiveness of their campaigns and make data-driven decisions. Here are key metrics to consider:
Click-Through Rate (CTR): CTR measures the percentage of users who clicked on the businesses ads. It helps assess ad relevance and engagement.
Conversion Rate: Conversion rate measures the percentage of users who completed a desired action, such as making a purchase or filling out a form. Tracking this metric helps businesses understand the campaign's effectiveness in driving conversions.
Return on Ad Spend (ROAS): ROAS measures the revenue generated for every pond spent on advertising. It helps evaluate the profitability of the remarketing campaign.
By regularly monitoring these metrics and analysing the data, businesses can identify areas for improvement and make necessary optimisations to enhance their remarketing campaigns' performance.
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Google Ads remarketing provides businesses with a powerful tool to win back lost customers. By leveraging the various options available, such as Responsive Display Ads, eligible audiences and bid strategies like Manual CPC, Maximise Clicks, and Smart Bidding, businesses can reconnect with potential customers, deliver personalised messages and drive them back to their website. Through careful testing, optimisation and tracking, businesses can Maximise the effectiveness of their remarketing campaigns and successfully regain lost customers.
Remember, remarketing is not a one-size-fits-all solution and it requires continuous refinement and adaptation to achieve optimal results. By incorporating the strategies and best practices outlined in this article, businesses can leverage Google Ads remarketing to its full potential and boost their chances of re-engaging and converting lost customers. Hiring Conversion Counts to manage your Google Ads remarketing ads can be a smart choice for businesses looking to maximise their remarketing campaign performance. Conversion Counts is a reputable and experienced agency specialising in digital marketing and conversion optimisation.
How does Google Ads Remarketing work?
What is the role of Google Tag Manager Conversion Linker in Remarketing?
The Google Tag Manager Conversion Linker serves as a bridge between different tracking technologies, such as Google Analytics and third-party tags, ensuring seamless data transfer and attribution. It helps to overcome the limitations imposed by browser privacy settings, such as Intelligent Tracking Prevention in Safari or Enhanced Tracking Protection in Firefox.
What are Responsive Display Ads in Google Ads Remarketing?
Responsive Display Ads are a versatile ad format that adapts to different ad spaces across the Google Display Network. They combine text, images, videos, and logos to create visually appealing ads that automatically adjust their size, appearance, and format to fit various placements, ensuring maximum visibility and engagement.
What are some examples of eligible audiences in Google Ads Remarketing?
Eligible audiences for Google Ads remarketing can be past visitors to your website, newsletter subscribers, or custom combinations of different parameters such as past visitors who interacted with specific product pages and visited the website for a certain length of time. This approach allows for highly targeted remarketing campaigns tailored to specific customer behaviours.
What is Dynamic Remarketing in Google Ads?
Dynamic Remarketing is an advanced strategy that dynamically generates ads tailored to each individual user. It pulls product information, such as images, prices, and descriptions, from the business's Google Merchant Centre feed and generates personalised ads for each user based on their past interactions. It is particularly effective for e-commerce websites with a wide range of products.