Conventional marketing and advertising wisdom suggests that a person needs to be exposed to an advertisement seven times before buying. That was great when TV alone ruled advertising, but the web is a bit different.
People don’t have to sit through a commercial if they land on your website. They can click off and more importantly, never come back. What’s the average law firm to do then, when a visitor say lands on the company’s “services” page, but doesn’t convert? That’s where retargeting can help.
A Little Background on Web Conversion
If your website fits the average, you can expect only two percent of the people who visit to convert to a sale of some sort. (Sales in this case can be as narrowly defined as someone actually buying your product to as largely defined as visitors giving you their email addresses to add to your mailing list).
So here’s the issue: How do you get the random visitor, who only visits once to come back so that he or she can be exposed to your message another six times or so? While this is a rhetorical question, the answer to it is very real. Retargeting is the key to this.
What is Retargeting in Marketing?
From there, the pixel follows that visitor around the web. The next time an Adwords advertisement pops up on their computer during a search, chances are pretty good that it’ll be for your law firm’s website. All because of a little cookie.
How Best to Use Retargeting in Legal Marketing
This type of marketing, like many other types, is part of a bigger marketing strategy. One of the best ways you can attract in-bound visitors to your website, who might eventually convert, is by producing some useful evergreen articles about law, according to Coschedule.com.
So what would you blog about? How about topics like filling out legal forms yourself so that your lawsuit doesn’t get thrown out of court? For many people representing themselves in court, this is a major reason why their paperwork is rejected. Or how about the top 10 things you need to think about when creating a living trust?
According to Moz.com, you can then use your pixel to either target that particular webpage if you want some specific traffic related to that topic. Or you can do a more general cookie-type for a broader reach.
What Types of Retargeting is There?
There are several ways you can use retargeting. Here are a couple, according to Ecoconsultancy.com. These include search, contextual, and email targeting.
Email retargeting provides the boldest, most direct form of a Please-come-back message. You can literally email the person who abandoned your site at the shopping cart stage and coax them to buy.
Search retargeting ensures that people who search the web will see ad displays that point them toward your site.
Finally, contextual marketing builds on the commonalities that businesses have. In the law context, it might be that your firm specializes in art investments.
If the searcher in question visits your site and then visits a site like Sotheby’s or Christie’s, where she looks at art for sale, this visitor might see your ad. The reason being?
Chances are good that the customer is a cross-over visitor, meaning that the person who invests in million-dollar art is going to want to have a law firm that specializes in fine art law.
This type of marketing is possible thanks to technology. Not only is it technology which tracks the visitor, but it does so in real time. That means as a marketer, you can bid on ad impressions in an up-to-the-minute fashion, according to Marketingland.com.
Here’s what we mean. Let’s go back to the fine art client. If that’s your firm’s specialty, the pixel that’s in that potential client’s cookies folder ensures that the she will see ads about fine art law, not family law or estate planning, (with the exception of the crossovers, who will their fine art to their children or grandchildren).
The trick for you as the marketer for your firm is to decide which types of retargeting to undertake and how narrowly you want to define your niche.
As with all marketing tools and campaigns, you’ll want to test, test, test each separate element of your message, meaning that if you decided this month to add retargeting to your marketing repertoire, don’t also start running a TV or radio ad at the same time. You won’t know where you get your leads/ sales from if you do.
If you’d like to learn more about how retargeting can help your law firm, contact Real Legal Marketing today.