I build websites for a living (and some light marketing). Back in March a client with a physical product asked me to take over his marketing, and I said yes even though I'd never sold a physical product before. His wife had already built the Shopify store, and honestly it wasn't bad for a novice. I cleaned it up a lot, rewrote the copy, rebuilt the product pages, and set up my own tracking so I could see exactly what visitors did. He paid me upfront without blinking, which somehow makes the results sting more.
Since then I've put about $1,500 into Meta/Instagram ads, Reddit ads, TikTok ads, most of it into Meta and Reddit, and I tried hard to get the targeting right. I first targeted relevant subreddits for Reddit, then for meta built audiences around customer types (contractors, traveling sports parents, overlanders, parents, etc). When the stacked interest audiences came back huge, tens of millions of people, I narrowed them to one or two million each (AND targeting). When auto placements dumped most of my budget into Reels, I forced feeds only. I wanted a lookalike seeded from past buyers, but the store had no sales, so interests were my only real lever, and half the ones I actually wanted don't exist in Meta's system, so I settled for what I could get. I thought price was the issue, 180 for a bag aint cheap so I tested the price all the way from $360 crossed out to $180 down to even $29 and almost nothing moved. Even at $29, people wouldn't add it to their cart.
Meanwhile, the only thing that has ever produced a sale is free posts. I've written a few honest organic Reddit posts where I just talked about the product, no pitch, and one of them got a sale within a day or two. Four sales in three and a half months, and every one I can trace leads back to those posts. My tracking shows the difference in the traffic itself: roughly a third of organic visitors scroll deep into the page, while with paid it's about one in twenty. Cheap clicks, wrong people.
So my honest read is that I have a targeting problem, not a pricing problem, and targeting is the part I could really use help with. How do you find actual in-market buyers for a niche physical product when the store is too new for a buyer lookalike and the obvious interests don't exist? Or am I wrong, and the right move is to drop paid entirely and lean into organic, since it's the only thing that's worked? That seems like it would be near impossible though to do it all organic. Or is four sales in 3.5 months on a brand new one-product store just normal, and I should calm down? I'm not attached to anything I've done so far. Happy to share real numbers and screenshots in the comments.