Wondering how to sell your eCommerce products with Facebook ads?
Looking for an easy-to-follow Facebook ad funnel you can adapt to your business?
Find out a step-by-step guide for creating a complete Facebook ad funnel that works.
#1: Set Up Your eCommerce Site With Facebook
Before diving into how to set up a funnel that brings in sales, make sure your eCommerce site is integrated with Facebook.
First, ensure the Facebook pixel is installed on your website.
This will allow you to generate your most valuable audiences, optimize campaigns for conversions, and gather analytics from website visitors.
Additionally, set up your product catalog with Facebook so you can leverage dynamic product ads for bottom-of-funnel campaigns.
Finally, set up and test conversion tracking so you’ll know exactly which ads are bringing you the most dollars and which are underperforming.
Conversion tracking is simple to set up with most eCommerce platforms.
Simply copy and paste your Facebook pixel ID into Shopify, WooCommerce, or your platform of choice.
#2: Set Up and Populate Your Facebook Ad Targeting Audiences
Once your eCommerce site is set up with Facebook, create custom audiences to target.
You want to build custom audiences based on your email list, engagement with your business, and website visitors.
These are the people you want to target at the middle and bottom of the funnel because they’re already engaging with your business, browsing your website, and looking at your products.
These audiences will be your money-makers.
To create a custom audience, go to the Audiences dashboard in Facebook Ads Manager or Business Manager.
Then click Create Audience and select Custom Audience from the drop-down menu.
Next, you’ll see the different sources you can choose from to create your custom audience.
For your Facebook ad campaign funnel, you’ll want to create custom audiences based on these sources: Website Traffic, Customer List, Instagram Business Profile, and Facebook Page.
Custom Audience of Email Subscribers and Purchasers
To create a custom audience of email subscribers, select Customer List as the source.
Then upload your email list (downloaded from your email marketing platform) and follow the prompts to create your audience.
Now repeat this process to upload your past purchasers list (downloaded from your eCommerce platform) to create another custom audience.
Custom Audience of Past Purchasers
Facebook Page Custom Audience
Instagram Business Profile Custom Audience
Also create a custom audience based on engagement with your Instagram business profile.
In the audience creation window, select your Instagram business page and choose Everyone Who Engaged With Your Business.
After you add a descriptive name for this audience, click Create Audience.
Custom Audience of Website Visitors
Now select Website Traffic to create a custom audience based on your website visitors.
You’ll want to create website custom audiences based on different time lengths so you can properly leverage remarketing.
Test different periods of time to find out which audiences perform best for your business.
In general, the shorter the time frame of a custom audience, the higher the audience’s recollection of your business and products.
Lookalike Audience of Past Purchasers
Finally, create a 1% lookalike audience of your past purchasers.
In the lookalike audience creation window, select your lookalike source (the past purchasers list you already uploaded) and your audience’s location. Then click Create Audience.
Note: If you don’t have many purchasers yet, use your email list.
If you don’t have an email list, you’ll have to do interest-based targeting at the top of your funnel.
#3: Establish Product Awareness With a Top-of-Funnel Facebook Campaign
Now that you’ve created your audiences, let’s dive into the overall strategy of your Facebook advertising funnel. In a nutshell, here’s what you want to happen at each stage:
We’ll start with the top-of-funnel campaign.
New advertisers often go wrong by pushing to sell their products to people who have never heard of their business and products (cold audiences).
Instead of being a pushy salesperson, you want to warm up your target audiences by providing content that grabs their attention and speaks to them.
You also want to build social proof with top-of-funnel campaigns.
Videos work well for this stage of the funnel, but keep in mind that the audiences you’re targeting are complete strangers.
You want your content to keep their attention so avoid long introductions and don’t use the same shot for longer than 3 seconds.
Instead, start the video with people talking or movement, add video overlays, and leverage jump cuts and b-roll.
For this example, assume you’re spending $10,000 or more a month on advertising.
If your monthly spend is lower, you’ll likely want to run a Video Views or Engagement campaign for your top-of-funnel videos.
Create a New Campaign
Next, choose the Campaign Budget Optimization option and set your budget.
If you don’t currently have engagement on your Facebook page and Instagram account, you’ll want to use a bigger portion of your budget for the top of the funnel.
Then slowly move your budget down the funnel when you have more engagement and website visitors.
Finally, click Continue to create the campaign.
Set Up the Facebook Ad Set
At the Ad Set level, enter a name for your ad set and select Purchase in the Conversion section.
In the Audiences section, select your 1% lookalike audience of past purchasers.
Also choose the location of your target audience.
Under Placements, select Automatic Placements to let Facebook optimize placements based on results.
Finally, click Continue to create your ad set.
Design Your Facebook Ad Creative
#4: Encourage Product Consideration With a Middle-of-Funnel Facebook Campaign
Create a New Facebook Campaign
Set Up the Facebook Ad Set
For your ad targeting, select these engagement audiences:
Design Your Facebook Ad Creative
#5: Sell Your Products With a Bottom-of-Funnel Facebook Campaign
Once people are viewing your products, it’s time to start closing sales with a bottom-of-funnel campaign.
With your product catalog synced with Facebook, you can run dynamic product ads.
These are powerful ads that can show customers the exact products they viewed on your website.
Create a New Facebook Campaign
Set Up the Facebook Ad Set
Design Your Facebook Ad Creative
At the Ad level, select the Carousel ad format. In the Ad Creative section, choose Multiple Products under Catalog Options.
Next, select Single Image for your creative option.
For the primary text of the ad, invite customers to come back and complete their purchase.
Under See More Display Link, add your website URL.
Select Shop Now as your call to action.
Then click Review and publish the ad.
#6: Create Remarketing Campaigns for Product Launches and Repeat Orders
While your entire funnel is now complete, don’t forget about the people who have already purchased from you.
These are your best customers.
To re-engage these past purchasers, create another middle-of-funnel campaign.
Target Past Purchasers With a Product Launch Campaign
When you have new items to launch (whether a new version of a product, new color, or brand-new item), announce it in a conversion campaign to past purchasers.
Create a new middle-of-funnel campaign that targets 60-day purchasers.
Test various images and videos to see what performs best.
After you know what works, duplicate those ads to the middle-of-funnel 180-day engagement audience.
This is a great way to build social proof for new products.
Show the release to past purchasers first.
Then duplicate the top-performing ads and target your 180-day engagement audience of people who haven’t converted yet.
Target People When Their Product Is About to Run Out
Create another middle-of-funnel campaign that targets people right when their product is about to run out.
Remind them to come back to your site to reorder the product.
For instance, if you sell a package of coffee beans that lasts about 30 days, create a conversion purchase campaign that targets a 45-day purchaser audience and excludes a 25-day purchaser audience.
This campaign will hit people with a reminder to reorder their favorite coffee beans at the right time.
You could create a similar campaign to target one-time purchasers, encouraging them to subscribe to your product monthly.
Conclusion
This is a Facebook ad campaign funnel structure that will work for most advertisers.
Test different variations of targeting, remarketing time, copy, creative, campaign objectives, and the number of ads you sequence to people in a funnel.
Focus on what works after the learning phase is done for each ad and then optimize the campaigns, ad sets, and ads that perform best.
You can do this by duplicating the ad sets and ads that are performing well.
Then create variations and test again.
Continue to duplicate and optimize to determine what messaging best resonates with your ideal customer.
Remember that customers will get tired of seeing the same ad repeatedly, so be sure to create new content often to keep your audience engaged and happy.
Always be testing.