If you're frustrated that thousands of people visit your website but only a handful ever become customers, you're not alone. The truth is, most businesses are targeting the wrong audience at the wrong time.
We'll reveal why most of your website visitors aren't ready to buy today, and the exact retargeting strategies that can transform those "lost" prospects into paying customers.
Here's a shocking statistic from the podcast: only 2-4% of people who visit your website are ready to buy today.
According to HubSpot data, 96% of all visitors are not in the purchase-aware or decision-aware stage of the buyer's journey.
This means when someone:
They're likely just researching, not buying. The problem isn't your sales page or messaging, it's timing.
"The problem is you just met the right person probably at the wrong time."
Most businesses make the critical mistake of abandoning these prospects after they don't immediately convert. Instead, you need to stay top-of-mind until they're ready to buy.
Based on strategies that have generated 4X return on ad spend for businesses, here are the two most effective retargeting approaches:
1. Database Reactivation Campaign
This strategy targets leads already in your database, people who opted in but never purchased. Here's how it works:
This method works because you're not trying to sell, you're reconnecting based on the problem they originally came to you with.
2. Top-of-Mind Remarketing Sequences
This strategy uses social media advertising to stay visible to people who've already engaged with your brand:
This approach treats retargeting ads like "digital billboards," ensuring your brand remains visible while prospects move through their buying journey.
Many businesses give up on prospects after 30-60 days because:
The reality? According to research mentioned in the podcast, 50-55% of people who inquire about solving a problem will actually make a purchase in the next 3-18 months. They just might not be ready when you first connect.
"I believe that there's no such thing as a bad lead. It's just a lead who wasn't ready to solve their problem when you showed up in their world, and you made the mistake and didn't stick around."
The optimal retargeting window depends on your industry and sales cycle, but research suggests:
The key is consistent visibility without overwhelming your prospects. For email sequences, this might mean one touch per week initially, then reducing to monthly check-ins.
For ad retargeting, using frequency caps ensures your audience sees your ads 2-3 times weekly, not 2-3 times daily.
The most effective content for retargeting focuses on:
Avoid aggressive sales messaging in your retargeting. Instead, position yourself as a helpful resource who understands their challenges.
A great example to this is Zach Barnes. He is a business owner who implemented this retargeting strategy to achieve a 4X return on ad spend.
His approach:
Another example mentioned was an e-commerce company with 30,000 active customers that implemented a six-month campaign targeting 3-5,000 unengaged leads.
The result? Sales started coming in "like clockwork" from people who had previously been written off as dead leads.
Absolutely. In fact, retargeting often provides better ROI for small businesses because:
Even with limited marketing resources, dedicating a small percentage to retargeting warm audiences typically delivers better results than focusing exclusively on new customer acquisition.
Most businesses are sitting on a gold mine of potential customers who simply weren't ready to buy when they first encountered your brand.
By implementing these retargeting strategies, you'll capture sales that most businesses leave on the table.
"You have gold sitting in your database if you only knew how to mine it properly."
Ready to stop wasting your marketing budget on cold traffic while ignoring warm prospects?
Implement these retargeting strategies and watch your conversion rates and ROI transform.