The holiday season is just around the corner. And, while the world is busy making a list of gifts to buy for their friends and family, marketers like you and I all around the world are busy ensuring our holiday campaigns hit the bull’s eye. But for that to happen we need to prepare before launching our most awaited marketing campaign.
As the holiday season approaches, there’s a shift in the buying behaviour of shoppers and research says it is quite a bit different than the rest of the year.
Giving us ample of opportunity to remarket, holiday shoppers make their next purchase surprisingly early
Although loyalty of holiday shoppers is low, these stats clearly show you can work your magic if you strategize well. And to help you with a successful marketing campaign here’s what you need to know.
Description – Your average 40+ mother who prefers in-store shopping spending the least amount of money on herself.
Target – Opts-in to SMS to receive online vouchers and coupons. Also, subscribes to e-newsletters to know about promotions.
Description – An average 25+ millennial who gives in to impulse buying.
Target – Uses smartphones and other devices to browse and shop.
Description – An average 30+ in-store mobile shopper who enjoys both, traditional and the new way of shopping.
Target – Prefers to browse, compare and shop on mobile. Opts-in to SMS from favourite brands.
Description – 35+ bachelor who wouldn’t want to bother standing in queues and also would spend on himself and even others.
Target – He’ll be more likely to purchase via computer than a mobile device.
Description – Falling under the age bracket of 17-20, they consider shopping as a social activity and a chance to hang out with friends.
Target – Brand loyal, they are the ones who would like to buy for themselves be it electronics, clothes, food. Use social media and prefer images than words. Also, they would check for reviews and authenticity before buying.
Description – Recent college graduates under the age bracket of 21-30, tech-savvy with sufficient income to spend but would spend more on experiences than products.
Target – prefer shopping online and enjoy receiving coupons, deals, discounts via SMS and/or email.
Description – Often working, avid blog readers, brand loyal, millennial parents would spend less on themselves.
Target – Indulge in in-store discounts, enjoy comparison shopping and are open to using alternative delivery options.
You don’t fully know your user yet as there’s more
People who have recently started interacting with your brand.
Survey says, 73% of users plan to try out new stores.
People who interacted with your brand last holiday season.
Survey says you can expect 7.2% of such users.
People who interact with your brand throughout the year.
Survey says, 76% of holiday purchases will be made with brands consumers are familiar with.
Now that you have a fair idea of the categories your holiday-shopping customers fall in based on different attributes of age, purchase behaviour, buyer persona and more you can choose any two interlinking categories that will help you create a further reasonable segment.
For example, interlinking age and purchase behaviour you can create further customer segmentation with their basic characteristics and the channel of communication they prefer.
| | | | | | | | --- | --- | --- | --- | --- | --- | | NEW USER | CHARACTERISTICS | MESSAGING | OFFERS | CHANNEL | TRIGGER | | GEN Z | Impatient | Quirky hashtags | Reasonable discounts | In-app message, SMS, on-site notification | Immediately after purchase | | HIPSTER | Indecisive | Catchy copy offering how to’s | Discounts on trending items | In-app message, SMS, on-site notification | A day or two after purchase | | MILLENIAL PARENTS | Apprehensive | To-the-point content | Heavy discounts | In-app message, SMS, on-site notification | A week or fortnight after purchase |
| | | | | | | | --- | --- | --- | --- | --- | --- | | RETURNING USER | CHARACTERISTICS | MESSAGING | OFFERS | CHANNEL | TRIGGER | | GEN Z | Doubtful | Personalized in a quirky way | Competitive discounts | SMS | 4 weeks before the holiday season (twice a week) | | HIPSTER | Conscious | Personalized and reassuring | Up-selling/cross- selling | SMS, Email | 2 weeks before the holiday season (twice a week) | | MILLENIAL PARENTS | Aware | Tailored and informative | Heavily discounted irresistible offer | SMS, Email | 8 weeks before the holiday season (twice a week) |
| | | | | | | | --- | --- | --- | --- | --- | --- | | REGULAR USER | CHARACTERISTICS | MESSAGING | OFFERS | CHANNEL | TRIGGER | | GEN Z | Excited | Personalized with an excited tone | Promotions of new arrivals & favourites | SMS, Push notification | 5 weeks before the holiday season (at least twice a week) | | HIPSTER | Assertive | Friendly & informative | Up-selling/ cross- selling, targeting the favourites | In-app notification, SMS, Push notification | 5 weeks before the holiday season (at least twice a week) | | MILLENIAL PARENTS | Confident | Customized with a familiar tone | Heavy discounts with the additional services | In-app message, SMS, Push notification, Email | 8 weeks before the holiday season (at least thrice a week) |
Now that you can easily micro-segment your holiday shoppers based on their choices and their communication channel, time to know the benefits:
Mapping your user journey helps you add the points you missed in your last campaign and implementing those in the new ones adds to the growth. It’s the process of segmenting and targeting at various customer stages and touchpoints while engaging with your brand.
Using the right communication medium you can design and implement a strategy based campaign offering customers what they desire at the right time.
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